Account Executive – Operators

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

📋 Description

• Take charge of the operator sales strategy in collaboration with account owners.

• Perform discovery, seat sizing, business case development, product demonstrations, trials, pricing negotiations, and finalizing sales.

• Follow up on leads to transform them into a qualified sales pipeline.

• Collaborate with Account Managers, Account Directors, and Customer Success Managers to uncover expansion opportunities within operator accounts.

• Integrate operators into new agreements with Account Executives.

• Engage with leaders in plant operations, EHS, and maintenance.

• Outline customer use cases, such as TPM, autonomous maintenance, pre-use inspections, quality assurance checks, and issue reporting.

• Measure avoided downtime, micro-stoppages, reductions in scrap and rework, hours saved on paperwork, and safety improvements.

• Organize trials and pilots, and devise comprehensive rollout strategies.

• Work in tandem with Solutions Consultants, Customer Success Managers, and Implementation teams to establish success criteria, timelines, and rollout plans.

• Convert trial results into tangible business outcomes and ROI.

• Provide customized demonstrations and executive-level presentations.

• Position MaintainX in relation to paper, standalone checklist applications, and competitor offerings.

• Relay field feedback and competitive insights to the Product and Marketing teams.

• Keep operator opportunities and forecasts updated and organized in Salesforce.

• Transition closed deals to the Implementation and Customer Success teams.

• Assist in developing the Operators sales playbook and coach account teams on discovery techniques, pricing strategies, and handling objections.

• Collaborate with MaintainX Sellers and the Senior Manager of New Product Sales to enhance the operator sales strategy.

⛳️ Requirements

• A minimum of 3 years of experience in B2B SaaS sales.

• Proven experience selling within manufacturing, logistics, food & beverage, or other asset-heavy industries.

• A history of exceeding sales quotas, particularly with expansion deals in existing accounts.

• Strong skills in value selling and conducting discovery sessions.

• Capability to assess a frontline workforce and create ROI cases focusing on downtime, quality, labor, and safety.

• Comfortable working as an overlay on deals managed by other sales representatives.

• Excellent presentation skills, particularly for plant managers and operations executives.

• Proficient in conducting live product demonstrations via phone.

• Strong discipline in pipeline management and sales forecasting.

• Enthusiasm for testing sales strategies and contributing to playbook development.

• Eligibility to work in the United States.

• Legally authorized to work in the United States.

• Salary expectations and employment history will be requested during the application process.

🏝️ Benefits

• Commission may be part of the overall compensation package.

• An annual bonus may be included in total compensation.

• Equity options may be part of the compensation structure.

• Benefits vary by location.

• Information regarding benefits in the United States can be found at benefits.autodesk.com.

• Health coverage, retirement plans, and leave benefits differ by country.

• A culture that promotes belonging and inclusion.

• Participation in a voluntary diversity and inclusion survey does not influence the application process.