Account Executive (Expansion)

<p>Coast is re-imagining the trillion-dollar U.S. B2B card payments infrastructure, with a focus on the country’s 500,000 commercial fleets, 40 million commercial vehicles, and many million commercial drivers. The incumbent technologies that cater to these customers are decades old, and drivers and fleets increasingly demand modern digital experiences and affordable and transparent financial services products. Coast's mission is to deliver them at a transformational scale, beginning with the Coast Fleet and Fuel Card built on a cutting-edge spend management platform.&nbsp;</p> <p>In just four years, Coast has grown to serve thousands of customers who depend on our fleet card and expense management platform for their fleet’s fuel purchases. Many of these customers have asked for a more intuitive solution to manage all their company’s expenses. In response, we’ve started building a broader expense management platform, beginning with a corporate card powered by software. This is where you come in.</p> <p>As one of our first expansion hires at Coast, you will roll up your sleeves to do the critical work of expanding existing Coast customer relationships by upselling new products - starting with a corporate card. You will identify new opportunities within our existing customer base to expand their relationship with Coast . At the same time, you’ll help build out the expansion sales strategy and vision for our customer-first sales organization. Your contributions will directly drive revenue for Coast, while enabling the long term success of our future sales colleagues.</p> <p><strong>Responsibilities</strong></p> <ul> <li>Drive Growth: Own the upsell process for existing Coast customers, increasing revenue by selling new products and services.</li> <li>Consultative Selling: Engage customers to understand their needs, communicate the value of Coast’s offerings, and position our solutions to drive impact.</li> <li>Pipeline Development: Build and maintain a robust pipeline of upsell opportunities through strategic outreach and customer engagement.</li> <li>Cross-Functional Collaboration: Partner with risk, marketing, product, and customer success teams to develop holistic engagement strategies and share customer feedback for continuous improvement.</li> <li>Sales Strategy: Contribute to the development of an expansion sales strategy to scale this new function effectively.</li> <li>Revenue Achievement: Consistently meet and exceed upsell revenue targets and KPIs.</li> <li>Customer Insights: Gather insights on customer needs, behaviors, and challenges to help refine Coast’s offerings.</li> <li>Process Optimization: Identify opportunities to improve our sales processes and tools for better efficiency and success.</li> </ul> <p><strong>Requirements</strong></p> <ul> <li>Bachelor’s degree from a four year university</li> <li>Minimum 4-8+ years of experience in B2B sales; familiarity with corporate cards or fleet and trade organizations is a bonus</li> <li>Outstanding communication skills</li> <li>Experience with outbound sales, upsell sales and lead generation using Salesforce, Outreach, and other key tools</li> <li>Ability to identify and engage decision makers within a prospective client organization&nbsp;</li> <li>Capable of demonstrating value and handling objections for a financial technology product&nbsp;</li> <li>Comfort performing fast-paced, transactional, outbound and inbound sales</li> <li>Proven track record at meeting and exceeding sales quotas</li> <li>Strong sales toolkit: you can prospect, qualify, demonstrate, negotiate, and close deals</li> <li>Willingness to build the ship and sail it at the same time as one of our very first sales hires</li> <li>Positive attitude with a focus on having a growth mindset</li> </ul> <p>Critically, you must be practical and business-minded, smart and creative, and excited about the rewards and volatility of an early-stage venture-backed startup.</p> <p><strong>Compensation</strong></p> <p>Our salary ranges are based on paying competitively for our size and industry, and are one part of our total compensation package that also includes benefits, signing bonus, and equity. Pay decisions are based on a number of factors, including scope and qualifications for the role, experience level, skillset, and balancing internal equity relative to other Coast employees. We expect the majority of the candidates who are offered roles at Coast to fall healthily within the range based on these factors.</p> <ul> <li>Salary range: $90,000 - $100,000 annually</li> <li>Performance bonus: $80,000 - $90,000 annually at goal <ul> <li>(100% of AEs reached or exceeded quota in 2024, that said, quotas are subject to change in 2025.)</li> </ul> </li> <li>Signing bonus</li> <li>Equity grant: commensurate with level determined at the discretion of the company, with meaningful potential upside given the company’s early stage</li> <li>Benefits overview: <ul> <li data-stringify-indent="0" data-stringify-border="0">Medical, dental and vision insurance</li> <li data-stringify-indent="0" data-stringify-border="0">Flexible paid time off (vacation, personal well being, paid holidays)</li> <li data-stringify-indent="0" data-stringify-border="0">Tools to help manage your financial wellness, including webinars, access to an equity tax advisory service, and company-sponsored 401(k)</li> <li data-stringify-indent="0" data-stringify-border="0">Paid parental leave</li> <li data-stringify-indent="0" data-stringify-border="0">$400 accessories allowance (a keyboard, mouse, headphones, etc.)</li> <li data-stringify-indent="0" data-stringify-border="0">Education stipend</li> <li data-stringify-indent="0" data-stringify-border="0">Free lunch every Friday</li> </ul> </li> </ul> <p>Coast is founded and led by Daniel Simon, who previously cofounded Bread (breadpayments.com), a leading payments and credit technology firm backed by some of the world’s top VCs which was acquired for $500MM+ in 2020.</p> <p>Coast has raised $165M in total funding — our recent<a href="https://techcrunch.com/2024/07/18/fintech-startup-coast-lands-40m-just-4-months-after-its-last-25m-raise/"> $40M Series B equity round was led by ICONIQ Growth</a> with participation from Thomvest, and Synchrony. We're also backed by top fintech and mobility venture funds – including Accel, Insight Partners, Better Tomorrow Ventures, Avid Ventures, Bessemer Venture Partners, BoxGroup, Foundation Capital, Greycroft, Colle – and premier angel investors – including Max Levchin (Affirm), Josh Abramowitz (Bread), Jason Gardner (Marqeta), William Hockey (Plaid), Ryan Petersen (Flexport), and many others.</p> <p>Check out our CEO's recent podcast interview with&nbsp;<a href="https://youtu.be/e8HplJ2Ief4?si=PPjMTvY0TxwFFGW6">Primary Venture Partners</a>&nbsp;and last year’s product/market deep dive on&nbsp;<a href="https://fintechlayercake.buzzsprout.com/1985266/14997028-fleet-card-masterclass-with-coast-founder-daniel-simon">Fintech Layer Cake with Coast Founder Daniel Simon</a>!</p> <p>Coast is committed to diversity, equity, and inclusion. We are building a diverse and inclusive environment, so we encourage people of all backgrounds to apply. We’re an Equal Opportunity Employer and do not discriminate on the basis of race, color, gender, sexual orientation, gender identity or expression, age, religion, disability, national origin, protected veteran status, or any other status protected by applicable federal, state, or local law.</p>