Position Overview

You'll partner with enterprise manufacturers as a strategic advisor, not just a vendor. You own a carefully curated portfolio of large, transformational accounts, driving multi-year expansion and shaping how they deploy AI-driven autonomous manufacturing. This role blends consultative selling with strategic account planning: you'll identify where Maneva creates the most impact within each customer's operations, navigate boardroom-level conversations, build deep executive relationships, and execute land-and-expand plays that grow with customer ambition. You'll report directly to our VP of Sales, functioning as a thought partner on market dynamics, customer intelligence, and long-term GTM strategy while personally driving eight-figure account growth.

Key Responsibilities

Net-New Pipeline Generation (Hunter Focus)

• Proactively generate pipeline through cold outbound, including calls, emails, and LinkedIn-based sequencing.

• Build and execute a territory plan targeting manufacturing plants and multi-site manufacturers aligned with Maneva's ICP.

• Leverage tools such as Apollo, Salesforce, and LinkedIn Sales Navigator to run disciplined, repeatable outbound campaigns.

• Maintain high daily outbound activity and consistently create new opportunities without reliance on inbound leads.

Manufacturing & Technical Sales Execution

• Engage directly with manufacturing stakeholders, including engineering, operations, plant leadership, quality, and IT.

• Conduct discovery conversations that uncover real operational pain on the factory floor.

• Translate technical capabilities into clear business and ROI-driven value propositions.

• Confidently discuss AI, vision systems, data, and operational workflows with technical buyers.

Full-Cycle Deal Ownership

• Own the sales process end-to-end: prospecting, discovery, demos, business case development, negotiation, and close.

• Manage sales cycles typically ranging from 60-150 days, with discipline around qualification and deal velocity.

• Navigate multi-stakeholder buying committees and maintain momentum through procurement and approval processes.

Collaboration & Feedback Loop

• Partner closely with product, engineering, and leadership to refine messaging and sales strategy.

• Provide structured feedback from the field to inform product roadmap and go-to-market evolution.

• Help evolve Maneva's sales playbook as the company scales.

Requirements
Must-Have Qualifications
• 10+ years of enterprise software sales, with 5+ years specifically in strategic account management, land-and-expand, or account executive roles managing $1M+ annual contract values
• Proven expertise in manufacturing or industrial operations: track record selling into Fortune 500 / major multinational manufacturers, deep operational knowledge of plant operations, supply chain, or capital equipment decisions
• Mastery of complex, multi-stakeholder strategic selling: experience navigating C-suite (CFO, COO, CTO, CEO), plant leadership, and cross-functional buying committees with competing agendas and long deal cycles (9-18+ months)
• Exceptional account strategy and planning capability: proven ability to develop comprehensive account plans, identify expansion opportunities within existing accounts, execute playbooks that grow customer wallet share, and measure account health through strategic metrics (NRR, expansion revenue, customer ROI)
• Advanced business acumen: comfort translating customer operational and financial metrics into ROI models, understanding manufacturing economics (capex/opex trade-offs, labor productivity, yield improvement), and positioning technology as a strategic capital allocation decision
• Track record of building and maintaining strategic customer relationships over multiple years, with demonstrated ability to earn trust of customer executives and become a valued advisor to their business
• Demonstrated success in land-and-expand models: documented results growing accounts organically (expansion revenue, new use cases, additional sites or business units) within assigned strategic accounts
• Excellence in Salesforce and strategic account management discipline: accurate forecasting, multi-year pipeline planning, structured account strategy documentation, and governance of large, complex deals
• High-touch travel commitment: 40-50% time at customer sites, including on-site business reviews, strategy sessions, and executive engagement
Location & Travel
• Base location flexible, but must be positioned near major manufacturing clusters (US Midwest, Southeast, or equivalent; Ontario/Quebec preferred for Canadian accounts)
• Significant travel: 40-50% of time at customer sites for executive business reviews, quarterly strategy sessions, operational visits, and relationship building
Nice-to-Have Qualifications
• Deep experience selling AI, advanced automation, machine learning, or edge computing solutions in manufacturing or industrial contexts
• Fluency in manufacturing strategy, operations management, and KPIs: OEE, labor utilization, scrap/rework costs, lead time reduction, throughput, quality, asset utilization
• Background in vertical software, ERP, MES, or operational technology (OT) sales - familiarity with integration complexity and multi-year deployment timelines
• Experience in strategic GTM roles, sales enablement, or market/competitive intelligence that informs account and territory strategy
• Prior success scaling a technology company into the enterprise market or building go-to-market playbooks for high-growth SaaS
Benefits

• Health Care Plan (Medical, Dental & Vision)
• Retirement Plan (401k, IRA)
• Life Insurance (Basic, Voluntary & AD&D)
• Paid Time Off (Vacation, Sick & Public Holidays)
• Extended Healthcare Plan (Medical, Disability, Dental & Vision)