Account Executive - Graphic CommunicationsAccelerate Performance.About the RoleCAI Software is seeking a driven and results-oriented
Account Executive to lead new business development and revenue growth within the
commercial print industry. This role is responsible for managing the full enterprise sales cycle, developing strategic customer relationships, and positioning our software and services as mission-critical solutions for print organizations.
The ideal candidate brings deep experience selling enterprise MIS/ERP/MES solutions, thrives in complex sales environments, and is energized by building long-term customer partnerships.
What We're Looking ForDrive Revenue & Territory Growth- Own and execute the full sales cycle, from prospecting and discovery through proposal development, ROI presentations, negotiation, and close.
- Develop and manage a strong pipeline using Salesforce, providing accurate forecasts and clear visibility to leadership.
- Achieve monthly, quarterly, and annual revenue targets while managing discount levels and operating within budget guidelines.
- Expand market share and strengthen CAI's presence within the commercial print sector.
Lead Complex Sales Engagements- Navigate complex enterprise sales cycles involving internal cross-functional teams including Sales, Product Management, Professional Services, Finance, Legal, and Executive Leadership.
- Position CAI solutions strategically to senior leadership teams within commercial print organizations.
Build Strategic Relationships- Engage regularly with prospects and customers through onsite visits, virtual meetings, webinars, and industry events.
- Collaborate with other CAI sales teams to drive cross-selling initiatives.
- Partner with Product, Engineering, and Marketing teams to align solutions with market demands.
Represent the Brand- Attend and actively participate in trade shows, open houses, and company-sponsored events.
- Maintain deep knowledge of CAI products, competitive positioning, and industry trends.
- Act as a market ambassador, positioning CAI as a leader in the commercial print space.
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 MEDDPICC framework 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
What We're Looking For- 5-10 years of enterprise software sales experience (MIS/ERP/MES preferred).
- Minimum 5 years of field sales experience with a proven track record of quota achievement.
- Demonstrated success selling to senior executives within commercial print organizations.
- Strong understanding of commercial print operations and industry trends.
- Experience managing complex, multi-stakeholder sales cycles.
- Ability to travel within the assigned territory 50% of the time
Skills & Capabilities- Proven ability to convert cold prospects into long-term, revenue-generating accounts.
- Strong business acumen and ability to articulate software ROI to executive buyers.
- Excellent presentation, negotiation, verbal, and written communication skills.
- Highly self-motivated and able to operate independently.
- Proven ability to collaborate cross-functionally to drive results.
- Ability to manage and grow a territory at a strategic level.
Preferred Qualifications- Bachelor's degree in Business Administration or related field.
- Experience with MEDDPICC or MEDDICC sales methodology
- Experience achieving President's Club or similar top-performer recognition.
- Knowledge of CAI Software Graphic Communication's products.
