International Cybernetics Company is looking for a highly motivated sales professional to join our team. The Key Account Manager (KAM) – DOT Equipment & Services is responsible for developing, qualifying, and closing new business while managing relationships with state Departments of Transportation (DOTs) and related government agencies.  This critical role will report directly to the Chief Revenue Officer and deliver direct impact to the sales organization. This role requires frequent in-person client engagement to build trust, strengthen relationships, and uncover opportunities for equipment and pavement services. The KAM will represent the company at all relevant state and national conferences, ensuring strong market visibility while driving growth across the DOT sector. 

Who We Are:

Based in Largo, FL, International Cybernetics Company (ICC) has designed and manufactured devices to collect road surface data since its founding in 1975. In May of 2022, ICC acquired Infrastructure Management Services (IMS), which is now fully integrated as the services division of ICC. Together, ICC and IMS boast almost five decades of experience in pavement engineering and analysis, software development, automated data collection equipment manufacturing, and ROW mapping.

We enable data-driven decisions about pavement, sidewalk, and right-of-way (ROW) assets that empower agencies to get the most out of their budgets and deliver meaningful safety, maintenance, and rehabilitation results to their constituents.

Through our Core Values, Put the Customer First, Develop Expertise, Act with Integrity, Avoid Surprises, and Recognize and Reward, ICC emphasizes integrity, accountability, and teamwork in the workplace with a vibrant culture that empowers employees to be the best they can be.

The company has a bright future in the new age of road data collection technology and is looking for team members who wish to be part of that vision.

What We Offer:

Innovation in Action: Join a team that doesn't just follow industry trends; we set them. At ICC, innovation is not a buzzword; it's a way of life. Be part of projects that redefine standards and transform challenges into triumphs.

Collaborative Excellence: We believe in the power of collaboration. At ICC, you'll work alongside industry experts, thought leaders, and passionate professionals who are committed to excellence. Your ideas will not just be heard; they'll shape the future of our industry.

Continuous Learning: Our industry is ever-evolving, and so are we. ICC is a place where learning never stops. Whether it's through training programs, mentorship, or hands-on experiences, we invest in your growth.

Client-Centric Impact: Every project at ICC is an opportunity to make a positive impact. Join us in delivering solutions that not only meet but exceed client expectations. Be part of a team that takes pride in its reputation for world-class customer support.

What We Look For:

Passion for Excellence: If you're driven by a desire for excellence, you'll find your home at ICC. We seek individuals who are passionate about pushing boundaries, solving challenges, and making a real impact in our industry.

Innovative Thinkers: Innovation is the cornerstone of our success. We welcome creative minds who bring fresh perspectives, challenge the status quo, and contribute to our culture of forward-thinking.

Team Players: Collaboration is at the heart of what we do. If you thrive in a team environment, value diverse perspectives, and believe in the power of collective achievement, you'll fit right in at ICC.

Compensation:

• $100,000 - $130,000 base salary
• Performance-based bonus incentives

Benefits:

• 100% employer-paid health benefit for employee coverage.
• Dental
• Long-term disability
• Group life insurance
• Voluntary short-term disability and life insurance.
• Retirement Plan with employer match
• Paid Time Off
• Paid Parental Leave

Education and Experience:

• Bachelor’s degree in Engineering, Business, or related field (advanced degree preferred).
• 5–7 years of experience in business development, sales, or account management, ideally within engineering, transportation,      or pavement services.
• Proven experience selling to government agencies, including navigating procurement processes and RFPs.
• Strong understanding of DOT operations, infrastructure funding, and transportation project lifecycles. 

Required Skills:

• Excellent communication, presentation, and negotiation skills, with an executive presence.
• Experience in engineering and/or pavement services strongly preferred.
• Ability and willingness to travel extensively (up to 75%), including regular in-person client meetings and all relevant conferences.

Responsibilities:

• Prospecting & Business Development
  • Identify and pursue new business opportunities with DOTs and transportation agencies nationwide.
  • Proactively conduct in-person meetings with DOT stakeholders to introduce solutions and uncover needs.
  • Build and maintain a robust pipeline of qualified opportunities through research, networking, and conference participation.
• Qualifying & Closing Sales
  • Assess customer requirements, project timelines, and funding availability.
  • Partner with the marketing team on proposal development and RFP responses, and negotiate contracts to close business successfully.
  • Consistently achieve or exceed sales targets for new and expanded DOT business.
• Key Account Management
  • Serve as the primary point of contact for assigned DOT accounts, providing hands-on support and relationship management.
  • Develop account strategies to maximize revenue potential and expand the adoption of equipment and pavement services.
  • Collaborate with internal engineering, operations, and service delivery teams to ensure successful implementation and customer satisfaction.
• Industry Engagement & Conferences
  • Represent the company at all state and national DOT and transportation conferences, trade shows, and industry events.
  • Actively network with DOT decision-makers and project managers to build visibility and credibility.
  • Monitor industry funding trends, policies, and priorities to identify opportunities for growth.
• Reporting & Insights
  • Maintain accurate account and opportunity records in the CRM system.
  • Provide timely reports on pipeline health, sales performance, and market intelligence.
  • Share customer insights with internal teams to support product development and service improvements.