Account Executive

Reporting to the RVP, Sales, the Account Executive is the primary direct sales team member who works to prospect, manage and close new business opportunities for enterprise-wide PROS solutions within the transportation and Logistics industry. This will also include companies such as 3rd party logistics, freight carriers and carriers of passengers.

Supporting the AE is a high-performance team of professionals from Sales Management, Legal, Finance, Sales Operations, Marketing, Account Development, Pre-Sales Solutions Consulting, Professional Services, Research & Development and Customer Success.

PROS is powering modern commerce with dynamic pricing science 

A Day in the Life of the AE - About the role:

• Develop multiple strategic relationships with key senior executive resources for each account.
• Drive to work an opportunity from prospecting to contracting with vigor.
• Detail-oriented making sure all aspects of the sales cycle are executed with precision.
• Develop and implement account strategies and directs activities needed to achieve sales objectives.
• Build a sales pipeline to ensure continued meeting of sales targets, documenting all strategic activities within
• Manage client relationships, identifying influencers, recommendations, key decision makers.
• Accurately and consultatively articulate the value proposition of the PROS solution set to prospective customers at all levels
• Specifically identifies appropriate target customers in a defined geography within the travel industry.
• Work internally with R&D, product marketing and others on positioning products, product development requirements and/or designing demos.

Required Qualifications - About you:

We are looking for candidates who possess the rare combination of the following achievements, skills and behaviors:

• At least 5 years of business development experience in SaaS Software solutions for airlines.
• You have a global mindset, with a sensitivity to and willingness to work across cultures and time zones.   
• Proven track record of sales success and clear evidence of ability to exceed sales goals.
• Ownership mentality to independently develop and manage sales opportunities.
• Experience managing sales opportunities with long sales cycles.
• Experience building and executing region-specific sales strategy.
• Strong attention to detail and clear communicator and listener, both in-person and virtually.
• Ability to deliver clear and compelling offers to senior level and technical airline teams.
• Excellence in simultaneously managing multiple sales opportunities.
• Digitally savvy with a genuine interest in/good understanding of SaaS; ability to understand our niche technology and clearly communicate our solutions' value.
• A logical, data-driven mindset backed up by a creative and diligent approach to relationship building.
• Proficiency in Salesforce (or other CRM), Excel, PowerPoint, Word.

We value candidates who: 

• Use AI tools to enhance efficiency and creativity, applying them to automate tasks, generate insights, or improve day-to-day decision-making. 
• Stay curious and open to new technologies, regularly exploring AI-driven solutions to elevate team performance and customer impact. 
• Demonstrate a growth mindset, experimenting with AI capabilities—from content generation to predictive analytics—to fuel continuous innovation in their role. 

Preferred Skills & Competencies 

• AI Literacy: Demonstrates a solid understanding of core AI concepts, terminology, and practical applications. Effectively leverages AI tools to enhance productivity, insights, and decision-making, while adhering to ethical standards and best practices. 
• Prompt Engineering: Skilled at crafting clear, structured, and effective prompts to optimize the quality, relevance, and utility of AI-generated outputs. 
• Agentic AI: Understands the role of autonomous agents in streamlining workflows and automating end-to-end tasks. Able to build, utilize, or manage agentic AI systems and integrate them into business processes. 

PROS culture and the truly extraordinary people who work here are at the very core of our success. We have a passion for what we do, and we won't stop until we've delivered on our promises. We're committed to the success of our customers. That's why we think harder and dream bigger – so our customers can go even further than they ever imagined possible.

This is a unique opportunity to join a company that has 30+ years of proven success with a long runway of more success.

Our people make PROS stand out from the rest. If you want to be a part of something truly extraordinary, come help us shape the future of how companies compete and win in their markets.

Most work activities are performed in an office or home-office environment and require little to moderate physical exertion. Work activities may require periods of extended hours, critical deadlines and stressful situations. To successfully complete the tasks of this position, individuals must be able to communicate clearly (in writing and orally), comprehend business terminology, interpret numerical data.

This job description is intended to convey information essential to understanding the scope of the job and the general nature and level of work performed by job holders within this job. This job description is not intended to be an exhaustive list of qualifications, skills, efforts, duties, responsibilities or working conditions associated with the position.