Foley is a leading-edge software for transportation risk, DOT compliance, and employee screening.
David Arkow, Enterprise Account Executive, shares everything you need to know about working on the Foley Sales team!
In this video:
David discusses:
- Who is Foley?
- Details on the Sales team
- Foley’s Sales process
- The sales process for a Sales role at FOley
- Why now is a good time to join Foley
Video Summary:
Introduction
My name is Dave Arco. I’m an enterprise team lead. I work with a handful of enterprise sellers and I’ve been with Foley for about a year and a half.
Who is Foley?
We’ve been around for 35 years. We’re a software as a service company. We have rebranded over the last few years to be much more software focused than service.
We work helping all companies that operate commercial motor vehicles and have a fleet. That spans construction, utilities, and even trucking companies, offering compliance software.
Details on the Sales Team
We’ve got a pretty awesome and growing sales team. We have about 60 folks in total across a few positions.
- Small Market Group: Sells into owner-operators; usually a one-call transactional environment.
- BDR Team: Works to set up appointments and focuses mostly on qualification.
- Mid-Market Group: Handles the 5 to 100 driver segment, often working with construction and utilities companies. These are often in a one-month sales cycle.
- Enterprise Team: A smaller team of four that works on larger accounts and looks to grow them over time.
Foley’s Sales Process
The sales process varies depending on the segment, but typically we’re working with safety managers and HR. Those are the two buyer personas. We help either on the front end with the pre-employment process and hiring steps, or for existing employees to manage their safety and compliance.
The sales cycle ranges from a few weeks up to a few months depending on the segment. It usually starts with an initial discovery call to qualify their interests and challenges. We look to build a business case, bring it to leadership, and then make a decision. If you have the right person with the right challenges, it can take two calls in one week; sometimes it can take many months if there is more red tape.
The Interview Process for Sales Roles
Our interview is pretty swift. We don’t want to make candidates wait around, but we’re also pretty thorough in making sure we screen the right things and have the right folks joining our team.
- Hiring Manager Interview: First step is an interview with a hiring manager.
- Mock Pitch: We put you in the shoes of a Foley sales rep. The goal is to assess sales acumen and discovery call questions, not necessarily your knowledge of the product.
- VP of Sales Meeting: The last step is meeting our VP of Sales to ensure the right culture fit.
Why Join Foley Now?
It’s a great time because we’re growing really fast. We’ve had strong sales performance over the last few years and are poised for a strong year in 2026 and beyond.
Environment: There is a good sense of camaraderie and team spirit. Many folks are hitting goals, which creates a fun environment where we celebrate wins. We are also building a bigger footprint and in-person presence in the Boston area.
Market Opportunity: Our software is mandated, not a choice. Companies have to be compliant, which creates a large addressable market with real needs.
Product & Competition: We have a strong product that meets market needs while our competition is fairly weak. We also get a lot of qualified inbound leads from our marketing and demand gen teams.
Culture: It starts at the top with our CEO and VP of Sales. We invest heavily in people through coaching, training, and software.