About this role

Lead the end-to-end SaaS sales process, from initial discovery and qualification to negotiation and closing
Self-source ~50% of your total pipeline to drive $1M+ in annual sales (approximately 12–15 closed deals per year)
Build relationships with VP-level decision-makers across Operations, Quality, Finance, and Engineering
Execute against the MEDDPICC qualification framework and utilize Mutual Action Plans to ensure deal velocity
Lead with ShopVue MES as the primary solution, utilizing the broader CAI toolkit for opportunistic secondary motions

5–10 years of full-cycle B2B SaaS sales experience
Proven track record of meeting or exceeding quotas
Experience closing mid-market to enterprise-level deals
Ideally within Aerospace or other complex, highly regulated manufacturing sectors
Comfortable with a sales motion that requires heavy prospecting and a high degree of self-sourced pipeline generation
Proficient with GenAI tools (e.g., ChatGPT)
Skilled in active listening, strategic questioning, and objection handling
Ability to travel as needed (typically <20%)
Bachelor’s Degree preferred

Account Executive – Discrete Manufacturing

Key skills