Strategic Enterprise Account Executive

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

📋 Description

• Proactively create a pipeline through cold outbound efforts, which include calls, emails, and LinkedIn-based sequencing.

• Develop and implement a territory strategy aimed at manufacturing plants and multi-site manufacturers in line with Maneva’s Ideal Customer Profile (ICP).

• Utilize tools such as Apollo, Salesforce, and LinkedIn Sales Navigator to conduct structured, repeatable outbound campaigns.

• Maintain a high level of daily outbound activity and consistently generate new opportunities without depending on inbound leads.

• Directly engage with manufacturing stakeholders, including those in engineering, operations, plant leadership, quality, and IT.

• Facilitate discovery conversations that identify significant operational challenges on the factory floor.

• Convert technical capabilities into straightforward business and ROI-driven value propositions.

• Confidently engage in discussions about AI, vision systems, data, and operational workflows with technical buyers.

• Manage the entire sales process: prospecting, discovery, product demonstrations, business case development, negotiation, and closing.

• Oversee sales cycles typically lasting between 60 to 150 days, maintaining discipline around qualification and deal velocity.

• Navigate multi-stakeholder buying committees and sustain momentum through procurement and approval processes.

• Collaborate closely with product, engineering, and leadership teams to refine messaging and sales strategies.

• Provide structured insights from the field to inform product roadmap and market approach evolution.

• Contribute to the evolution of Maneva’s sales playbook as the organization scales.

⛳️ Requirements

• Over 10 years of experience in enterprise software sales, including more than 5 years specifically in strategic account management, land-and-expand, or account executive roles managing annual contract values of $1M or more.

• Demonstrated expertise in manufacturing or industrial operations, with a proven track record of selling to Fortune 500 or major multinational manufacturers and comprehensive operational knowledge of plant operations, supply chain, or capital equipment decisions.

• Mastery of complex, multi-stakeholder strategic selling, with experience engaging C-suite executives (CFO, COO, CTO, CEO), plant leadership, and cross-functional buying committees that have diverse agendas and lengthy deal cycles (9-18+ months).

• Exceptional capability in account strategy and planning, with a proven track record in developing detailed account plans, identifying growth opportunities within existing accounts, executing strategies that increase customer wallet share, and assessing account health through strategic metrics (NRR, expansion revenue, customer ROI).

• Advanced business acumen, including the ability to translate customer operational and financial metrics into ROI models, understanding of manufacturing economics (capex/opex trade-offs, labor productivity, yield improvement), and positioning technology as a strategic capital allocation choice.

• Proven history of building and sustaining strategic customer relationships over multiple years, demonstrating the ability to earn the trust of customer executives and become a valued advisor to their business.

• Documented success in land-and-expand models, with proven results in growing accounts organically (expansion revenue, new use cases, additional sites or business units) within assigned strategic accounts.

• Excellent proficiency in Salesforce and strategic account management practices, including accurate forecasting, multi-year pipeline planning, structured documentation of account strategies, and governance of large, complex deals.

• Willingness to travel frequently, committing 40-50% of time to customer sites for on-site business reviews, strategy sessions, and executive engagement.

🏝️ Benefits

• Health Care Plan (Medical, Dental & Vision)

• Retirement Plan (401k, IRA)

• Life Insurance (Basic, Voluntary & AD&D)

• Paid Time Off (Vacation, Sick & Public Holidays)

• Extended Healthcare Plan (Medical, Disability, Dental & Vision)