Sales Executive - Marine

About the Role

The marine industry is a significant sector, with a projected global value of $54.8 billion by 2027. As a sales executive, you will have the opportunity to work with a wide range of dealerships, from small, family-owned businesses to large, international companies. Your ability to understand customer needs and provide tailored solutions will be essential in driving business growth and increasing customer satisfaction.

Lightspeed DMS is a leading provider of cloud-based software for dealerships, serving the Powersport, Marine, RV, Trailer, and Golf Car industries. With over 4,500 dealerships across North America, the company is well-established and respected in the industry. As a sales executive, you will be part of a dynamic team that is passionate about delivering exceptional customer experiences and driving business growth.

What You Will Do

• Develop and execute territory-specific plans to expand Lightspeed's customer base in the marine industry
• Generate leads and guide prospects through the sales funnel to further qualify their needs and determine a good fit with Lightspeed's solutions
• Engage with new customers through a variety of channels, including inbound leads, networking, and social media
• Collaborate with internal teams, including Customer Success and Marketing, to ensure a cohesive customer experience
• Maintain a deep understanding of Lightspeed's products, competitive advantages, industry trends, market activities, and competitors to identify opportunities and foresee challenges
• Maintain and report sales metrics to leadership, ensuring that data within Salesforce is current and accurate
• Identify and pursue new business opportunities with existing customers to increase sales and revenue
• Build and maintain relationships with key stakeholders, including executives and decision-makers
• Stay up-to-date with industry trends and developments, and apply this knowledge to drive business growth and customer satisfaction

What We Are Looking For

• 5+ years of experience in B2B sales, preferably selling SaaS-based solutions in the field
• Proven sales record in quota-carrying roles, managing a pipeline as an individual contributor and exceeding sales quotas
• Experience with new customer, new logo acquisition
• Proficiency using sales enablement/automation tools, such as Salesforce
• Strong relationship-building skills, with the ability to engage with key stakeholders across the prospect/customer and executive decision-makers
• Skilled in navigating complex sales cycles and overcoming objections
• Knowledge of the marine industry, including trends, challenges, and key players
• Ability to work in a fast-paced, dynamic environment and adapt to changing circumstances
• Strong communication and negotiation skills, with the ability to communicate effectively with customers, colleagues, and executives

Nice to Have

• Experience working with SPIN and Solution Selling techniques
• Knowledge of the Powersport, RV, Trailer, or Golf Car industries
• Familiarity with finance/insurance, retail, and technology industries
• Certification in sales or a related field, such as Salesforce Administrator or Sales Management
• Bachelor's degree in Business, Marketing, or a related field

Benefits and Perks

• Competitive salary and commission structure
• Comprehensive benefits package, including health, dental, and vision insurance
• 401(k) or retirement plan, with company match
• Paid time off and holidays, including vacation and sick leave
• Remote work options, with the ability to work from home or a remote location
• Professional development opportunities, including training and certification programs
• Access to the latest technology and tools, including Salesforce and other sales enablement software
• Collaborative and dynamic work environment, with a team of experienced sales professionals
• Recognition and reward programs, including bonuses and incentives for outstanding performance

• Make sure to highlight your experience with Salesforce and other sales enablement tools in your application and during the interview process.
• Research the marine industry and Lightspeed DMS's products and services to demonstrate your knowledge and understanding of the industry and the company.
• Prepare examples of your sales experience, including successful deals and customer relationships, to showcase your skills and achievements.
• Practice your negotiation and communication skills, as these will be essential in building relationships with customers and closing deals.
• Be prepared to discuss your experience working in a fast-paced, dynamic environment and your ability to adapt to changing circumstances.
• Consider obtaining certifications, such as Salesforce Administrator or Sales Management, to demonstrate your expertise and commitment to the field.
• Review the company's website and social media channels to learn more about the company culture and values, and be prepared to discuss how you align with these during the interview process.