Senior Account Executive

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

📋 Description

• Acquire and expand large-scale, multi-site, multi-application enterprise SaaS and AI agreements for ATLAS.

• Manage a designated account list of 15–20 key enterprises.

• Engage in sales across Software Defined Controls, Physical AI, Advanced Process Control, and Energy AI.

• Develop accounts from initial installations to comprehensive multi-site, portfolio-wide deployments.

• Collaborate with BDRs for targeted account-based outreach and qualified pipeline development.

• Lead value-based selling using the Challenger approach and conduct executive discussions on industrial AI.

• Create quantified business cases linked to throughput, yield, energy costs, uptime, labor, safety, and emissions.

• Identify buying committees and cultivate champions along with executive sponsors.

• Engage with VP and C-suite stakeholders while coordinating finance, procurement, legal, and IT/OT security.

• Direct Solutions Engineers, Industry Principals, BDRs, Deal Desk, Legal, and Implementation teams.

• Facilitate potential co-selling opportunities with system integrators, OEMs, and resellers.

• Navigate complex sales cycles lasting 6–18 months, employing mutual action plans and stringent qualification processes.

• Structure and negotiate multi-million-dollar, multi-year software and service agreements.

• Maintain precise records in HubSpot CRM.

• Ensure a pipeline coverage of 3x+ and provide accurate forecasts.

• Work closely with Customer Success and Account Management to promote adoption, value realization, expansions, and renewals.

• Provide market insights and competitive intelligence to Marketing, Product, and leadership teams.

• Assist in creating a repeatable enterprise playbook for expansion into the chemicals and petrochemicals sector.

• Report directly to the Chief Revenue Officer.

⛳️ Requirements

• Over 10 years of experience in B2B sales.

• More than 7 years of experience closing enterprise software deals with large, multi-site industrial or operationally complex organizations.

• Proven track record of surpassing quotas and closing seven-figure, multi-year contracts.

• Demonstrated success in land-and-expand strategies selling to VP and C-suite executives.

• Expertise in team selling methodologies, including The Challenger Sale, Value Selling, and Mastering the Complex Sale.

• Rigorous qualification process experience utilizing MEDDICC or similar frameworks.

• Ability to present clear, board-ready business cases, proposals, and executive summaries.

• Technical proficiency in controls, automation, and process optimization.

• Familiarity with AI tools for account research, stakeholder mapping, executive meeting preparation, business cases, follow-ups, and CRM upkeep.

• Willingness to travel up to 50%.

• Comfort visiting customer facilities, including livestock and meat-processing plants and chemical facilities.

• Knowledge of APC/MPC, DCS/PLC/SCADA, industrial energy management, or OT/IT integration is advantageous.

• An engineering or technical degree, or equivalent practical experience, is a plus.

• Experience using HubSpot CRM is beneficial.

🏝️ Benefits

• Equity options.

• Health, dental, and vision insurance.

• Wellness allowances.

• 401(k) plan.

• Parental leave.

• Untracked PTO and sick days.

• Cell phone reimbursements and other perks.

• Opportunities for professional development.

• A culture that values inclusivity.

• Potential for growth as the company evolves.