Senior Account Executive – Strategic Sales

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

📋 Description

• Create and implement strategic account plans for significant enterprise targets.

• Manage a portfolio of high-potential accounts, mapping business units, engineering teams, procurement groups, manufacturing decision-makers, executive sponsors, supplier relationships, program timelines, and expansion strategies.

• Identify manufacturing challenges across various use cases, including prototypes, new product introductions, low-volume production, bridge production, and supply chain resiliency.

• Navigate lengthy sales cycles that involve engineering validation, supplier qualification, procurement scrutiny, legal review, quality requirements, and executive approval.

• Convert technical manufacturing requirements into commercial value linked to speed-to-market, engineering throughput, supply continuity, working capital efficiency, and total cost of ownership.

• Collaborate with applications engineering, sourcing, manufacturing operations, customer success, quality assurance, finance, and leadership to create scalable solutions.

• Establish executive-level relationships and broaden accounts across divisions, product lines, geographies, and manufacturing categories.

• Drive pricing strategy, business case development, proposals, Master Service Agreements (MSAs), supplier onboarding, enterprise agreements, negotiations, and closing deals.

• Develop a qualified pipeline, manage opportunity stages, proactively identify risks, and ensure forecast accuracy.

⛳️ Requirements

• Over 8 years of B2B sales experience, with a minimum of 5 years focused on selling complex technical solutions to enterprise or strategic accounts.

• Proven success in closing and expanding six- and seven-figure annual contract value opportunities, with direct involvement in multi-million-dollar account growth.

• Strong track record of consistently meeting or surpassing quotas in a long-cycle, consultative sales environment.

• Experience selling to organizations with multi-functional buying decisions involving engineering, procurement, supply chain, operations, finance, legal, and executive stakeholders.

• Solid understanding of technical manufacturing, engineering services, industrial supply chains, product development, or related technical fields.

• Ability to comprehend and discuss tolerances, materials, production processes, lead times, quality standards, Design for Manufacturing (DFM) considerations, inspection requirements, and supplier qualification.

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

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

• Background in selling manufacturing, supply chain, engineering, product development, industrial technology, or production services to enterprise customers.

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

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

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

• Familiarity with sales frameworks like MEDDICC, Challenger, Command of the Message, Force Management, or similar enterprise methodologies.

• Experience in managing strategic accounts that involve centralized procurement and decentralized engineering demand.

• Comfort in a fast-paced, technology-driven environment where sales, operations, product, and supply teams collaborate closely.

• Willingness to spend over 50% of your time out of the office engaging with customers.

🏝️ Benefits

• Competitive medical, dental, and vision insurance.

• 401K plan.

• Paid volunteer days.