Senior Account Executive – Key Accounts

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

📋 Description

• Develop and implement strategic account plans targeting large enterprises.

• Manage a specific portfolio of high-potential accounts while mapping business units, engineering teams, procurement divisions, manufacturing decision-makers, executive sponsors, existing supplier relationships, program timelines, and growth pathways.

• Identify and advance complex, multi-stakeholder opportunities across various use cases including prototype, new product introduction (NPI), low-volume production, bridge production, and supply-chain resilience.

• Guide the navigation through engineering validation, supplier qualification, procurement scrutiny, legal assessments, quality standards, and executive endorsements.

• Convert manufacturing challenges related to CNC machining, injection molding, sheet metal fabrication, additive manufacturing, tolerances, materials, inspection, design for manufacturability (DFM), lead times, cost factors, and production risks into tangible business value.

• Direct cross-functional deal orchestration with applications engineering, sourcing, manufacturing operations, customer success, quality, finance, and leadership teams.

• Cultivate executive-level relationships and pathways for expansion across divisions, product lines, regions, and manufacturing categories.

• Oversee commercial strategy, pricing, business cases, proposals, master service agreements (MSAs), supplier onboarding, enterprise contracts, negotiations, and closing processes.

• Ensure rigorous pipeline discipline, opportunity-stage management, risk visibility, and forecast accuracy.

⛳️ Requirements

• Minimum of 8 years of B2B sales experience, including over 5 years of selling complex technical solutions to enterprise or strategic accounts.

• Proven track record of closing and expanding six- and seven-figure annual contract value (ACV) opportunities, with direct contribution to multi-million-dollar account growth.

• Consistent history of meeting or surpassing quota in a long-cycle, consultative sales setting.

• Experience in selling to organizations where purchasing decisions involve engineering, procurement, supply chain, operations, finance, legal, and executive stakeholders.

• Working knowledge of technical manufacturing, engineering services, industrial supply chains, or product development, including tolerances, materials, processes, lead times, quality standards, DFM, inspection, and supplier qualification.

• Strong grasp of enterprise sales methodologies, account planning, pipeline management, deal qualification, mutual action plans, and executive-level selling.

• Comfortable managing a territory or named-account portfolio with expectations for pipeline generation, deal strategy, forecast integrity, and expansion.

• Willingness to spend 50% or more of time outside the office, engaging with customers.

• Familiarity with CNC machining, injection molding, sheet metal fabrication, urethane casting, additive manufacturing, or precision manufacturing workflows.

• Previous success in selling to sectors such as aerospace, medical devices, robotics, mobility, automotive, consumer electronics, industrial equipment, or energy.

• Experience in displacing existing suppliers or introducing new operating models within conservative manufacturing environments.

• Background in utilizing MEDDICC, Challenger, Command of the Message, Force Management, or similar enterprise sales frameworks.

• Experience managing accounts with centralized procurement and decentralized engineering demands.

• A Bachelor’s degree in Engineering or a related technical field is preferred.

🏝️ Benefits

• Competitive medical, dental, and vision insurance.

• 401K plan.

• Paid volunteer days.