Enterprise Inside Sales Account Executive
Core
Drive strategic account growth for established enterprise manufacturing customers by expanding SaaS deployments across plants and business units.
Role type
Enterprise Inside Sales Account Executive
Builds
Enterprise-wide licensing agreements and expanded SaaS deployments for manufacturing organizations
Domain
Manufacturing / SaaS
Required skills
consultative SaaS sales, MEDDPICC methodology, Challenger-style selling, complex commercial negotiation, account planning, stakeholder mapping, business case development, pipeline management
Preferred skills
experience in quota-carrying account expansion, upselling, account management, familiarity with connected worker platforms, QMS, MES
Technologies
SAP, Oracle, MES, LMS
Responsibilities
Develop and manage strategic account plans for a named portfolio of manufacturing customers; Map customer organizations across corporate functions, divisions, and individual plants to identify new champions, decision-makers, economic buyers, and expansion opportunities; Lead qualified expansion sales cycles using MEDDPICC methodology and Challenger-style selling techniques; Build compelling business cases tied to manufacturing performance indicators, including downtime, scrap and rework, new-hire time to proficiency, quality issues, and audit readiness; Expand deployments from individual plants to multiple facilities and enterprise-wide licensing agreements; Lead complex commercial negotiations, including multi-year pricing, procurement processes, and legal discussions; Partner with Solutions Architects to demonstrate how the platform integrates with customers' existing systems, including SAP, Oracle, MES, and LMS environments; Work closely with Customer Success teams to identify expansion signals, understand customer outcomes, and translate demonstrated value into new opportunities; Maintain an accurate sales pipeline, provide reliable weekly forecasts, and manage opportunities through the full expansion cycle.