Account Executive

This is a fully remote position, open to applicants in United States.

📋 Description

• Manage the entire sales process from initial contact to contract signing, which includes discovery sessions, demonstrations, site visits, ROI analysis, proposals, negotiations, and closing.

• Drive new Annual Recurring Revenue (ARR) and expansion deals.

• Target plant managers, maintenance and reliability leaders, safety officials, and executives at high-risk facilities for prospecting.

• Engage with buyers from operations, maintenance, reliability, safety, procurement, and executive levels.

• Transform operational challenges into compelling financial business cases related to downtime, equipment damage, lost inventory, and insurance obligations.

• Maintain customer relationships post-signature and nurture account growth.

• Secure initial purchases at individual sites or in high-risk facility areas.

• Remain actively involved during installation and the initial months of monitoring.

• Broaden coverage within facilities and across the clients' additional sites.

• Establish relationships with corporate operations, safety, and risk management teams.

• Collaborate closely with marketing, product, and implementation teams.

• Provide market insights that influence AVIAN's sales strategy, pricing, and product roadmap.

• Proactively source the majority of the sales pipeline and document successful sales methodologies.

• Report to the Senior Vice President of Sales and assist in scaling AVIAN towards achieving $10M+ in ARR.

⛳️ Requirements

• Proven experience in closing complex B2B transactions involving technical products, multiple stakeholders, and substantial negotiation.

• A track record of consistently meeting or exceeding sales quotas.

• Experience in building a self-sourced pipeline without depending on provided leads.

• Demonstrated ability to grow customer accounts over time.

• Capability to engage with plant managers, maintenance and reliability leaders, safety directors, and other operational decision-makers.

• Structured CRM management skills; familiarity with HubSpot is preferred.

• Honest forecasting, disciplined follow-through, and strong follow-up practices.

• Willingness and readiness to travel to customer locations, trade shows, and team meetings.

• Previous experience selling into plants and facilities.

• Relevant experience in fire protection, industrial automation, condition monitoring, predictive maintenance, machine vision, safety technology, or insurance loss control.

• Background in wood processing, recycling, or paper industries is a plus.

• Experience in deploying solutions across multiple customer sites is advantageous.

• Connections with insurers, brokers, integrators, or OEMs are beneficial.

🏝️ Benefits

• Competitive base salary along with uncapped variable compensation.

• Every new site is treated as new business and compensated accordingly.

• Any expansion or upsell within your sites generates additional revenue.

• Direct access to the Senior Vice President of Sales, the leadership team, and the founders.

• Significant influence on pricing strategies, sales pitches, and go-to-market approaches.

• Flexible working model based on high trust.

• Join an international team dedicated to customer satisfaction.

• Equal-opportunity employer committed to diversity.

• Reasonable accommodations available upon request.