Strategic Account Executive

Title: Strategic Account Executive, ShopVue MES

Business Unit: Discrete Manufacturing

Location: US, remote

About us

CAI is a leading provider of digital work execution platforms designed to enhance operational efficiency and drive productivity in industrial environments. CAI’s platform leverages advanced technology to convert complex, paper-based procedures into streamlined, digital workflows. By enabling real-time data collection and integration, CAI facilitates greater visibility into work processes, allowing organizations to make informed decisions, optimize performance, and ensure compliance.

In addition to robust workflow management capabilities, CAI emphasizes data-driven insights to foster continuous improvement. CAI's solutions are tailored to address the unique challenges of industries such as manufacturing, energy, and pharmaceuticals, helping organizations achieve higher operational standards and reduce costs. With a commitment to innovation and user-centric design, CAI empowers businesses to transition from traditional practices to a modern, digital approach, driving growth and enhancing efficiency.

The Mission

As a Strategic Account Executive for ShopVue MES, your mission is to drive customer success through strategic, consultative selling. You will position CAI as a trusted partner, helping manufacturers transition from traditional practices to modern, digital operations.

Core Responsibilities

• Full-Cycle Sales: Lead the end-to-end SaaS sales process, from initial discovery and qualification to negotiation and closing.
• Pipeline Generation: Self-source ~50% of your total pipeline to drive $1M in annual sales (approximately 12–15 closed deals per year).
• Strategic Engagement: Build relationships with VP-level decision-makers across Operations, Quality, Finance, and Engineering.
• Methodology Rigor: Execute against the MEDDPICC qualification framework and utilize Mutual Action Plans to ensure deal velocity.
• Product Focus: Lead with ShopVue MES as the primary solution, utilizing the broader CAI toolkit for opportunistic secondary motions.

Key Metrics for Success

• Revenue Growth: Consistently meet or exceed monthly and annual individual revenue targets.
• Activity Benchmarks: Attain the weekly "375 Club" performance standard (calculated as 25 points per meeting and 1 point per prospecting dial).
• Pipeline Hygiene: Maintain meticulous CRM accuracy and high-quality data within the defined deal stages.
• Efficiency: Advance opportunities through the funnel with a focus on shortening the sales cycle without compromising deal quality.

Ideal Candidate Profile

• Experience: 5–10 years of full-cycle B2B SaaS sales experience, with a proven track record of meeting or exceeding quotas.
• Market Expertise: Experience closing mid-market to enterprise-level deals, ideally within Aerospace or other complex, highly regulated manufacturing sectors.
• The "Hunter" Mentality: Comfortable with a sales motion that requires heavy prospecting and a high degree of self-sourced pipeline generation.
• Technical Fluency: Proficient with GenAI tools (e.g., ChatGPT) and modern sales tech stacks to gain a competitive advantage in sourcing and closing business.
• Strategic Acumen: Skilled in active listening, strategic questioning, and objection handling.
• Travel: Ability to travel as needed (typically <20%).
• Education: Bachelor’s Degree preferred.

Skills & Traits

• Complex Multithreading: Ability to manage 7–10 active deals simultaneously while maintaining personalized outreach for a large prospecting pool.
• Sales Rigor: Disciplined adherence to sales processes (MEDDPICC) and a high level of business acumen.
• Grit & Self-Motivation: A creative problem-solver who goes above and beyond to navigate internal and external roadblocks.
• Presence: Strong executive presence with the confidence to lead high-stakes presentations and demos.

Compensation & Benefits

CAI Software provides a performance-based environment that fosters growth through collaboration. We offer:

• Competitive base salary and a rewarding commission structure.
• Comprehensive benefits package including Health, Life, and Disability insurance.
• 401(k) plan and opportunities for continuing education.
• A remote-first work culture built on innovation and user-centric design.

Disability Accommodation

CAI Software endeavors to make reasonable accommodations for applicants with disabilities and disabled veterans pursuant to applicable federal and state law. If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process or are limited in the ability or unable to access or use the online application process and need an alternative method for applying, please contact us at talent.acquisition@caisoft.com or send an e-mail with your specific accommodation request.

Work Authorization

Applicants must be authorized to work in the United States. CAI Software does not unlawfully discriminate on the basis of citizenship or immigration status in accordance with the Immigration Reform and Control Act of 1986 (IRCA).

Pay Transparency Nondiscrimination

CAI Software will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c).