RTA: The Fleet Success Company · 1 day ago
Account Executive, Upsell (Customer Growth Captain)
United States
Full-time
Remote
Mid Level
$150K/yr - $150K/yrRTA: The Fleet Success Company is looking for an Account Executive, Upsell (Customer Growth Captain) to drive revenue expansion within their existing customer base. This role involves identifying growth opportunities and aligning RTA solutions to enhance customer outcomes, playing a crucial part in both company and client success.
Computer Software
Responsibilities
Owns expansion revenue across a named book of business (currently any customer who has been with RTA 2 years or longer and has adopted the Fleet360 platform), consistently identifying and closing upsell/upmarket opportunities (add-on modules, higher tiers, additional users, services, training, and multi-year expansions)
Runs a disciplined consultative sales motion with existing customers: discovery, value mapping, ROI storytelling, proposal, negotiation, and close—while coordinating with Customer Success, Support, and Product
Translates fleet operations into solutions by speaking fluently about fleet workflows (maintenance, parts, work orders, inspections, PMs, inventory, compliance, reporting) and connecting those workflows to product value
Creates clean pipeline visibility (accurate forecasting, documented next steps, deal strategy notes) and works the process without needing reminders
Operates like a customer advocate and a closer—protecting retention by addressing friction early, while still driving meaningful revenue growth
Achieve and exceed monthly/annual expansion targets through upsell and upmarket motions within the existing customer base
Maintain a healthy expansion pipeline and deliver reliable weekly/monthly forecasts with clear next steps and close plans
Increase product adoption and realized customer outcomes by aligning solutions to operational needs and ensuring the right internal follow-through
Improve conversion from opportunity identification to closed-won upgrades via repeatable playbooks, stakeholder mapping, and ROI-based proposals
Drive strong internal coordination (Success, Support, Implementation, Product) to both generate leads as well as remove blockers and deliver a smooth post-sale experience
Qualification
Required
Sales experience
Fleet experience (bonus)
Owns expansion revenue across a named book of business
Consistently identifying and closing upsell/upmarket opportunities
Runs a disciplined consultative sales motion with existing customers
Discovery, value mapping, ROI storytelling, proposal, negotiation, and close
Translates fleet operations into solutions by speaking fluently about fleet workflows
Creates clean pipeline visibility
Operates like a customer advocate and a closer
Achieve and exceed monthly/annual expansion targets
Maintain a healthy expansion pipeline and deliver reliable forecasts
Increase product adoption and realized customer outcomes
Improve conversion from opportunity identification to closed-won upgrades
Drive strong internal coordination
Preferred
Bonus points for each book you've read by Patrick Lencioni
Benefits
Unlimited PTO
Generous holiday schedules
Spirit Weeks
Regular coaching
Access to the CEO
Medical insurance
401k 6% Safe Harbor match
Life insurance options for employees and families
Company
RTA: The Fleet Success Company
With over 45 years of fleet experience, RTA: The Fleet Success Company enables fleet managers to improve their operations with robust, easy-to-use software built and maintained by fleet experts.
Founded in 1979
51-200 employees
Funding
Current Stage
Growth StageLeadership Team
Josh Turley
CEO
James Charles ⛰🚵♂️⛰
Chief Technology Officer, Head of Customer Success
Recent News
2025-08-06
Company data provided by crunchbase