Enterprise Inside Sales Account Executive

Accountabilities: Develop and manage strategic account plans for a named portfolio of manufacturing customers, prioritizing accounts according to expansion potential. Map customer organizations across corporate functions, divisions, and individual plants to identify new champions, decision-makers, economic buyers, and expansion opportunities. Lead qualified expansion sales cycles using MEDDPICC methodology and Challenger-style selling techniques. Build compelling business cases tied to manufacturing performance indicators, including downtime, scrap and rework, new-hire time to proficiency, quality issues, and audit readiness. Expand deployments from individual plants to multiple facilities and enterprise-wide licensing agreements. Lead complex commercial negotiations, including multi-year pricing, procurement processes, and legal discussions. Partner with Solutions Architects to demonstrate how the platform integrates with customers' existing systems, including SAP, Oracle, MES, and LMS environments. Work closely with Customer Success teams to identify expansion signals, understand customer outcomes, and translate demonstrated value into new opportunities. Maintain an accurate sales pipeline, provide reliable weekly forecasts, and manage opportunities through the full expansion cycle. Requirements: At least 5 years of overall sales experience, including 2 or more years in a quota-carrying Account Executive position. At least 2 years of experience selling into the manufacturing sector. At least 2 years of experience selling SaaS or PaaS solutions. Previous experience in a Business Development Representative (BDR) or Sales Development Representative (SDR) role. Demonstrated success closing complex enterprise deals involving multiple stakeholders and procurement teams. Ability to communicate effectively with both frontline plant personnel and senior executive decision-makers. Strong consultative selling, account planning, negotiation, and relationship-building skills. Ability to connect software capabilities to measurable business and operational outcomes. Nice to have: Experience in quota-carrying account expansion, upselling, or account management. Nice to have: Familiarity with connected worker platforms, digital work instructions, Quality Management Systems (QMS), or Manufacturing Execution Systems (MES). Applicants must be authorized to work for any employer in the United States or Canada. Visa sponsorship or transfer of sponsorship is not available. Refugee and asylee applicants may be considered with proof of status before employment begins. Benefits: Base salary ranging from $75,000 to $90,000 per year, depending on geographic market, experience, skills, and other job-related factors. On-target earnings (OTE) of $150,000 to $180,000, including uncapped commission. Medical, dental, and vision insurance plans. Remote-friendly working environment. Generous paid time off, including time for volunteering. Pet benefit plan. Flexible Spending Accounts (FSAs) for healthcare and dependent care. 401(k) retirement plan with employer matching. Remote-work stipend for eligible remote employees. Generous parental leave policy. Free delivered lunch on Wednesdays. Additional incentives or compensation may be available depending on role-related factors and performance.