Note: The job is a remote job and is open to candidates in USA. CAI Software is a company that builds digital work execution platforms and software solutions for manufacturing businesses. They are seeking a driven Account Executive - SMB to support growth through net-new logo acquisition and account expansion, requiring strong outbound prospecting and sales cycle management skills.
Responsibilities
- Own and consistently meet or exceed an assigned revenue quota for the North America territory, with a proven track record of closing 6- and 7-figure deals
- Execute a territory strategy focused on net-new logo acquisition and land-and-expand growth within strategic enterprise accounts
- Operate as a true hunter, generating a significant portion of pipeline through outbound prospecting, executive outreach, and targeted account-based strategies, while effectively managing inbound demand
- Lead and manage complex, multi-threaded SMB sales cycles, navigating procurement, legal, security, and executive decision-makers
- Create urgency and momentum by tying solutions to measurable business outcomes, including operational efficiency, compliance, scalability, and ROI
- Position value-based solutions that drive tangible results and accelerate time to value for customers
- Build, qualify, and maintain a robust, self-sourced pipeline aligned to enterprise growth targets
- Forecast accurately and consistently, managing opportunities through defined sales stages with disciplined deal inspection
- Drive deal progression by establishing clear next steps, mutual action plans, and executive alignment
- Confidently navigate complex, multi-stakeholder decision processes and remove blockers to close
- Lead land-and-expand strategies within SMB accounts, identifying opportunities for additional sites, locations, use cases, and cross-sell/upsell expansion
- Partner closely with Customer Success Managers (CSMs) to expand footprint, support renewals, and drive long-term account growth
- Maintain executive relationships to unlock incremental budget and expansion opportunities over time
- Work cross-functionally with Marketing, Product, Services, and Customer Success to drive coordinated enterprise account strategies
- Align sales execution with onboarding, delivery, and customer success outcomes to ensure successful deployments and expansion
- Provide structured feedback from the field to influence product roadmap, messaging, and go-to-market strategy
- Engage and influence stakeholders across operations, manufacturing, IT, quality, procurement, and executive leadership
- Lead high-impact discovery sessions, executive presentations, demos, and onsite meetings as required
- Travel to customer locations to support deal progression, executive alignment, and long-term relationship building
Skills
- 5+ years of B2B sales experience, preferably SMB to Mid Market
- Proven ability to close complex, consultative deals
- Strong outbound prospecting and pipeline generation skills
- Experience managing inbound leads alongside outbound efforts
- Self-starter with strong ownership, accountability, and drive
- Comfortable engaging multiple stakeholders across an organization
- Ability and willingness to travel to customer sites as needed approximately 10% of the time
- Experience selling into process, discrete or print/packaging manufacturing environments
- Background in manufacturing, food & beverage, industrial, automotive, aerospace or operational software
- Experience partnering with Customer Success for account expansion
- Familiarity with operational, plant-floor, or compliance-driven use cases
Benefits
- High-impact role with ownership of a North American enterprise territory
- Competitive compensation with strong upside for performance
- Opportunity to sell into mission-critical manufacturing environments
- Clear career growth path within a scaling sales organization
- Collaborative, execution-focused culture
Company Overview