Account Executive – Graphic Communications

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

📋 Description

• Take ownership and drive the complete enterprise sales cycle from prospecting and discovery to proposal development, ROI presentations, negotiation, and closing deals.

• Cultivate and oversee a robust sales pipeline utilizing Salesforce.

• Deliver precise forecasts and provide clear visibility to leadership.

• Meet monthly, quarterly, and annual revenue goals.

• Manage discount levels while adhering to budget guidelines.

• Increase market share and enhance CAI’s visibility within the commercial print industry.

• Navigate intricate enterprise sales cycles involving Sales, Product Management, Professional Services, Finance, Legal, and Executive Leadership.

• Strategically position CAI solutions to senior leadership teams in commercial print organizations.

• Engage prospects and customers through in-person visits, virtual meetings, webinars, and industry events.

• Collaborate with other CAI sales teams to promote cross-selling initiatives.

• Partner with Product, Engineering, and Marketing teams to ensure solutions align with market needs.

• Attend and actively participate in trade shows, open houses, and company-sponsored events.

• Stay informed about CAI products, competitive positioning, and industry developments.

• Build, qualify, and sustain a self-sourced pipeline that aligns with enterprise growth objectives.

• Manage opportunities through the established MEDDPICC framework sales stages.

• Define clear next steps, mutual action plans, and ensure executive alignment.

• Navigate multi-stakeholder decision-making processes and eliminate obstacles to closing deals.

⛳️ Requirements

• 5–10 years of experience in enterprise software sales (MIS/ERP/MES preferred).

• At least 5 years of field sales experience with a proven track record of achieving quotas.

• Demonstrated success in selling to senior executives within commercial print organizations.

• Strong knowledge of commercial print operations and industry trends.

• Experience in managing complex, multi-stakeholder sales cycles.

• Willingness to travel within the assigned territory 50% of the time.

• Proven capability to transform cold prospects into long-term, revenue-generating accounts.

• Strong business acumen with the ability to communicate software ROI to executive buyers.

• Excellent presentation, negotiation, verbal, and written communication skills.

• Highly self-motivated and capable of functioning independently.

• Proven ability to collaborate across functions to achieve results.

• Ability to manage and expand a territory at a strategic level.

• Applicants must have authorization to work in the United States.

• Bachelor’s degree in Business Administration or a related field (preferred).

• Familiarity with MEDDPICC or MEDDICC sales methodologies (preferred).

• Experience in achieving President’s Club or similar top-performer recognition (preferred).

• Knowledge of CAI Software Graphic Communication’s products (preferred).

🏝️ Benefits

• Equal Opportunity employer dedicated to diversity and inclusion.

• Reasonable accommodations for applicants with disabilities and disabled veterans.

• Full-time employment.