What are the responsibilities and job description for the Enterprise Account Manager - Industrial SaaS (Midwest and Eastern US) position at Ascential Technologies?
Core Responsibilities
- Own the full sales cycle from opportunity identification through contract execution, excluding renewals.
- Mine and expand Ascentialytics installed base by identifying new use cases, securing pilots and driving site rollouts.
- Pursue new opportunities within off-highway, aerospace, Tier 1 suppliers, fleet operators, MROs and OEMs.
- Drive and coordinate POCs and technical evaluations, partnering with engineering and customer success to deliver proof of value.
- Confidently address IT and infrastructure objections related to security, compliance, cloud vs. on-prem, integration, APIs, identity and access, networking and enterprise procurement.
- Communicate technical concepts clearly; discuss APIs, integrations and data flows.
- Engage and manage multi stakeholder buying committees across IT, operations and finance to close complex enterprise deals.
- Apply excellent listening and discovery skills to uncover pain points and develop business case-driven solutions.
- Build multi-level relationships with executive sponsors and technical champions to de-risk procurement and accelerate deployments.
- Build and manage a qualified pipeline with accurate CRM records while providing timely forecast updates.
- Present ROI and business cases to executive and technical buyers, converting pilots into paid deployments and scaling accounts.
- Travel to customer sites and industry conferences as needed.
Required Qualifications
- 5 years of quota carrying SaaS sales experience in industrial markets such as APM, predictive maintenance or IIoT.
- Proven success selling B2B software into organizations with multi stakeholder buying committees and closing pilots or POCs that converted to production.
- Demonstrated ability to speak customers’ technical language and handle infrastructure and integration conversations.
- Strong consultative selling skills, with exceptional listening and discovery capabilities and track record of building multi-level relationships with executive sponsors and technical champions.
- Experience managing POCs and leading technical evaluations, collaborating with pre-sales and engineering teams.
- Comfortable delivering technical demos and presenting business cases to both IT and OT audiences.
- Experience working remotely and managing a US territory.
- Willingness to travel 25-50% as needed.
Preferred Qualifications
- Direct experience in off-highway or aerospace markets or relationships with OEMs and Tier 1 suppliers.
- Familiarity with PLC, SCADA, industrial historians and common industrial protocols.
- Prior success selling to both IT and OT stakeholders.
- Bachelor’s degree or equivalent experience.
Success Metrics and Early Objectives
Key performance indicators:
- Quota attainment, new logo ARR, expansion ARR within the installed base, pipeline coverage 3x quota, average deal size, POC conversion rate, win rate and time to close.
Candidate Persona
A practical hunter who pairs commercial instinct with technical credibility, fluent in maintenance and reliability pain points that drive APM value, able to navigate IT and OT stakeholders, and skilled at de-risking enterprise procurement through multi-level relationships and business case selling.
We are hiring for two positions. Preference for candidates to be near a region of midwest, southern or eastern US.