Strategic Account Executive, West – Manufacturing

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

📋 Description

• Take ownership of a manufacturing-centric territory, focusing on acquiring new customers and expanding within key accounts.

• Execute full-cycle sales processes, including outbound prospecting, discovery, evaluation, negotiation, closing, and handoff.

• Proactively build and manage your sales pipeline, creating opportunities through strategic outbound efforts and account planning.

• Navigate intricate manufacturing organizations with various stakeholders, including Legal, Procurement, Sales, Finance, IT, Operations, and executive leadership.

• Lead well-coordinated deal cycles, fostering strong internal collaboration with Solutions Engineering, Customer Outcomes, Marketing, Partnerships, and leadership.

• Develop industry-specific insights and business cases that align Ironclad with customer priorities such as process efficiency, risk mitigation, compliance, supplier collaboration, and revenue growth.

• Facilitate multi-threaded evaluations, instilling confidence in prospects regarding Ironclad as a scalable solution for enterprise contracting.

• Maintain rigorous deal discipline, ensuring forecast accuracy and consistent follow-through throughout the sales journey.

• Relay customer and market insights back to the business to refine messaging, product strategy, and go-to-market initiatives.

⛳️ Requirements

• Over 10 years of experience in closing sales in a comparable role.

• Proven experience in selling SaaS solutions within complex enterprise environments, including $1M ARR deals and/or sales to Fortune 2000 companies.

• A strong history of generating and closing new business, with the ability to build your own pipeline and target whitespace accounts.

• Demonstrated capability to manage a hybrid enterprise sales approach, balancing virtual and on-site engagement.

• Prior experience selling to manufacturing, industrial, automotive, aerospace, or related sectors is highly preferred.

• Assist manufacturers in transforming contracts from operational obstacles into strategic assets that enhance supply chain efficiency and revenue.

• Ability to engage various buying centers and customize value propositions for different stakeholders, including functional leaders and C-suite executives.

• Genuine curiosity and interest in Ironclad’s products, mission, and market landscape.

• Strong business insight, meticulous attention to detail, and the ability to connect daily customer challenges to larger transformation objectives.

• Exceptional communication skills and consistent follow-through with both customers and internal teams.

• Collaborative work style and readiness to contribute beyond personal deals.

• Open to coaching, adaptable, and comfortable with giving and receiving feedback.

• Experience with CLM and/or CPQ is preferred.

• Willingness to travel to customer locations; expect travel of 25% or more.

🏝️ Benefits

• Comprehensive health coverage for employees (medical, dental, and vision), with 75% coverage for dependents and optional buy-up plans.

• Industry-leading leave policies, including gender-neutral parental leave and compassionate leave.

• Family support services through Maven for you and your partner.

• Flexible paid time off – take the time you need, when you need it.

• Monthly stipends for well-being, hybrid work, and (if applicable) cell phone expenses.

• Mental health resources through Modern Health, including therapy, coaching, and digital tools.

• Pre-tax commuter benefits for U.S. employees.

• 401(k) plan with Fidelity that includes an employer match for U.S. employees.

• Regular team events designed to connect, recharge, and have fun.

• The chance to contribute to building the company you aspire to work for.