Account Executive (Chicago, IL)

About AirGarage

AirGarage is on a mission to bring real estate online, starting with parking.

We replace broken parking machines, fragmented software, and manual, labor-intensive operations with a unified, data-rich operating system for parking real estate. We handle everything it takes to run and optimize a parking asset: payments, dynamic pricing, enforcement, license plate recognition, analytics, and more.

By building all of our technology in-house, we are able to deliver a magical experience for drivers while providing real-time visibility and revenue increases of 20-50% or more for real estate owners. That’s why national real‑estate leaders like Hines and Greystar, as well as technology companies like Meta, partner with AirGarage to optimize their parking facilities.

AirGarage uses datapoints like real-time occupancy, local events, weather, driver behavior, competitor pricing, and more to bring true intelligence to real estate owners’ assets for the first time.

We’re investing aggressively to make the physical world legible to a digital system: cameras, sensors, and software that generate a firehose of real-time data about the world around us. That data fuels models and algorithms that allow us to optimize performance at each property while giving owners the clarity and control they’ve never had before.

Before you can optimize an asset, you need to observe it. Before you can observe it, you need to bring it online.

We are starting with the $131 billion US parking real estate market because it is one of the most offline and mismanaged commercial real estate asset types. 26% of the land area in the median American urban core is dedicated to parking.

We are backed by top tier investors including Headline Growth, Andreessen Horowitz, Floodgate, Founders Fund, Abstract Ventures, and angel investors who have founded or worked at companies like Uber, Opendoor, Flexport, and more.

Want to learn more about AirGarage and the problem we're tackling?

Check out these podcasts:
https://www.youtube.com/watch?v=AU0NkDK51E4
https://youtu.be/_8aM6NQHYiE?si=p5WIujBWUA1sG-b7

THE ROLE

Note: This role requires being based in Chicago, Illinois. We’re also hiring Account Executives in Los Angeles, Denver, Boston, and Ohio (Cleveland, Cincinnati, or Columbus). Based somewhere else? We’re still open to strong talent anywhere in the US, so please apply through our general posting.

We are seeking an experienced Account Executive to own new business in one of AirGarage's priority markets. This is an in-market role: Build AirGarage’s presence in your market by developing relationships with property owners, managers, brokers and other local partners. Spend time at properties and industry events, and turn what you learn into new opportunities.

You'll need to be a fast learner with strong sales and interpersonal skills, capable of engaging in dollars-and-cents real estate conversations in addition to having the ability to go deep in the weeds effectively communicating the finer details of a technical product to a non-technical buyer.

You'll develop an understanding of the buyer journey for many different customer types including fast moving, single stakeholder deals as well as complex multi-party sales with national commercial real estate firms.

Build AirGarage’s presence in your market by developing relationships with property owners, managers, brokers and other local partners. Spend time at properties and industry events, and turn what you learn into new opportunities.

Many of your prospects already have a parking operator in place. You’ll need to understand their current operation, identify opportunities to improve it, and make a compelling case for change to owners and other stakeholders.

Together, the AE, City Manager, and SDR form AirGarage's local team in each market, combining sales and operations so customers work with one team that knows their city and their properties.

The ideal candidate for this role is someone with a proven track record of success selling into “the real America” (i.e. you weren’t just selling SaaS to other technology companies), who has been promoted consistently while growing and developing themselves personally.

You will be joining an existing team of 10 Account Executives, and 14 SDRs reporting into one of our two AE leaders, and collaborating heavily with our VP of Sales. We are growing quickly and investing heavily in scaling out the sales team to support that growth.

SALES COMPENSATION

• On-Target Earnings of $215k with a 50/50 base and commission split.

• Commissions are uncapped and paid out on a monthly basis.

WHO YOU ARE

• You want to own a market. You'd rather know every major property owner in your city by name than be one more email in their inbox.

• You have a deep need to understand the customer and win the deal. You aren’t just in sales to make money, you see sales as a path to helping customers achieve their goals and drive win-win-win outcomes for the customer, yourself, and the business.

• You have a proven track record of selling in fast growing, early stage startups with a mid-market and / or enterprise sales cycle (60-90+ days) and without having a perfect playbook written out for you.

• You are obsessed with understanding the product that you are selling at a deep level such that you can answer edge case questions from a customer confidently and competently while explaining it in terms that they understand.

• You have a strong grasp of and consistently apply a sales methodology such that you run a strong sales process every time and maximize your odds of winning the deal.

WHAT YOU WILL DO

• Build and work a target account list of parking owners, operators, and commercial real estate firms in your market.

• Partner with your City Manager on local outreach, including in-person property visits, local industry events, and introductions through existing AirGarage relationships in the city.

• Exceed your quarterly sales quota by pursuing new deals from start to finish - including prospecting, cold calling, scheduling & conducting highly personalized demos, overcoming objections, and ultimately pulling new customers across the finish line.

• Work closely with SDRs to supplement your own outbound efforts and increase the size and throughput of your active pipeline.

• Qualify leads by becoming an expert on AirGarage, understanding customer pain points, and conveying how AirGarage's solution can help.

• Develop an understanding of the parking and commercial real estate industry to enable you to effectively negotiate pricing & contract terms.

• Become an expert in our Salesforce CRM and make sure pipelines and activities are con