Account Executive - EnterpriseAccelerate Performance.
About the RoleCAI Software is seeking a driven, results-oriented Account Executive - Enterprise to support the next phase of growth within our Process Manufacturing business. This role is responsible for net-new logo acquisition as well as expansion of existing enterprise customers, working closely with Customer Success.
The ideal candidate is self-motivated, hungry for growth, and comfortable running complex sales cycles across operational, technical, and executive stakeholders. This is a hands-on role for a seller who thrives on outbound prospecting, values inbound opportunities, and is energized by engaging customers directly, both virtually and onsite.
What You'll DoSales Strategy & Execution- Own and consistently meet or exceed an assigned Enterprise revenue quota for the North America territory, with a proven track record of closing 6- and 7-figure deals
- Execute a territory strategy focused on net-new logo acquisition and land-and-expand growth within strategic enterprise accounts
- Operate as a true hunter, generating a significant portion of pipeline through outbound prospecting, executive outreach, and targeted account-based strategies, while effectively managing inbound demand
- Lead and manage complex, multi-threaded enterprise sales cycles, navigating procurement, legal, security, and executive decision-makers
- Create urgency and momentum by tying solutions to measurable business outcomes, including operational efficiency, compliance, scalability, and ROI
- Position value-based solutions that drive tangible results and accelerate time to value for customers
Pipeline Management & Forecasting- Build, qualify, and maintain a robust, self-sourced pipeline aligned to enterprise growth targets
- Forecast accurately and consistently, managing opportunities through defined sales stages with disciplined deal inspection
- Drive deal progression by establishing clear next steps, mutual action plans, and executive alignment
- Confidently navigate complex, multi-stakeholder decision processes and remove blockers to close
Account Expansion & Customer Growth- Lead land-and-expand strategies within enterprise accounts, identifying opportunities for additional sites, locations, use cases, and cross-sell/upsell expansion
- Partner closely with Customer Success Managers (CSMs) to expand footprint, support renewals, and drive long-term account growth
- Maintain executive relationships to unlock incremental budget and expansion opportunities over time
Collaboration & Alignment- Work cross-functionally with Marketing, Product, Services, and Customer Success to drive coordinated enterprise account strategies
- Align sales execution with onboarding, delivery, and customer success outcomes to ensure successful deployments and expansion
- Provide structured feedback from the field to influence product roadmap, messaging, and go-to-market strategy
Customer Engagement- Engage and influence stakeholders across operations, manufacturing, IT, quality, procurement, and executive leadership
- Lead high-impact discovery sessions, executive presentations, demos, and onsite meetings as required
- Travel to customer locations to support deal progression, executive alignment, and long-term relationship building
What We're Looking For[Requirements should reflect demonstrated outcomes, not just years of experience.]
- 5+ years of B2B sales experience, preferably enterprise or mid-market
- Proven ability to close complex, consultative deals
- Strong outbound prospecting and pipeline generation skills
- Experience managing inbound leads alongside outbound efforts
- Self-starter with strong ownership, accountability, and drive
- Comfortable engaging multiple stakeholders across an organization
- Ability and willingness to travel to customer sites as needed
Preferred- Experience selling into process manufacturing environments
- Background in manufacturing, food & beverage, industrial, or operational software
- Experience partnering with Customer Success for account expansion
- Familiarity with operational, plant-floor, or compliance-driven use cases
Why Join UsYou'll have the opportunity to drive some of the most critical transformation initiatives in our company's history. This is a highly visible role working directly with senior leadership to shape the future operating model of CAI. You'll bring clarity, discipline, and execution focus to complex cross-functional programs while gaining exposure across every function of the business.
