Generate pipeline through proactive prospecting, including cold outreach, networking, and account-based strategies
Build and execute account plans for large, multi-site manufacturing organizations
Identify and engage stakeholders across engineering, OT, IT, security, and executive leadership
Drive multi-threaded sales motions within complex organizations
Manage and advance long sales cycles (6–12+ months) from initial outreach through close
Lead discovery aligned to operational risk reduction, production resilience, compliance, enterprise-wide visibility, and OT security initiatives
Navigate procurement, legal, and strategic buying processes to close deals
Maintain disciplined pipeline management and forecasting in Salesforce

5+ years product sales experience: Background in manufacturing, industrial automation, OT/IT, or technical SaaS environments preferred
Bachelor’s degree in business, sales, marketing, or related field preferred
Proven ability to prospect and build pipeline from scratch (not reliant on inbound)
Experience selling into large, complex organizations with multiple stakeholders
Demonstrated success with account planning and multi-threading
Ability to navigate long, complex sales cycles and drive deals to close
Demonstrated executive-level presence, with the ability to engage senior leaders confidently and drive decisions to closure
Experience closing strategic deals ($500K–$1M+ ARR)
Experience with Salesforce and Hubspot preferred
Effective time management, decision making, human relations, presentation, and organization skills
AI literacy and willingness to leverage AI tools to improve prospecting, partner engagement, and overall sales efficiency
Ability to travel up to 50%

Strategic Account Manager

Key skills