Enterprise Account Executive

Role Summary

We are hiring an individual contributor Enterprise Account Executive to commercialize a newly developed data and asset performance management platform across industrial markets, starting with off-highway and aerospace and scaling to adjacent verticals. This role focuses on mining the existing installed base through expansion opportunities and securing new site deployments within target industries. The role requires strong industrial SaaS selling experience, technical credibility, and the ability to confidently address IT infrastructure objections during commercial and technical evaluations.

Core Responsibilities

• Own the full sales cycle from opportunity identification through contract execution, excluding renewals.
• Mine and expand the 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 a 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.