Account Executive

Description Account Executive - Enterprise Accelerate Performance. About CAI Software CAI Software builds purpose-built solutions that help manufacturers, processors, and distributors accelerate performance. Our mission is to enable manufacturers to transform performance through a connected, AI-assisted ecosystem that delivers visibility, control, and continuous improvement. We bring the deep operational expertise and enterprise infrastructure to be a true long-term performance partner. With 6,200+ active customers worldwide and a market-leading position in every vertical we serve, CAI combines 45+ years of industry expertise with modern AI-driven execution - helping businesses move faster, operate smarter, and perform at their peak. We work across 15+ industries and 10+ countries, guided by three values built into our name: Candor, Accountability, and Impact. CAI Business Units and the Markets We Serve CAI Software is organized into three business units: Graphic Communications, Process Manufacturing, and Discrete Manufacturing - aligned to the industries we serve. This structure keeps our teams close to customer needs while operating with the scale and support of a global software company. Process Manufacturing This role is part of our Process Manufacturing business unit, which delivers ERP and operational software to manufacturers that transform raw materials into finished goods through formulas, recipes, or batch-driven processes. We serve food and beverage, pharmaceutical, chemical, nutraceutical, paint, supply chain logistics and related manufacturers - supporting end-to-end operations built for measurable performance outcomes. About the Role CAI Software is seeking a driven, results-oriented Account Executive - Enterprise to support the next phase of growth within our Process Manufacturing business. This role is responsible for net-new logo acquisition as well as expansion of existing enterprise customers, working closely with Customer Success. The ideal candidate is self-motivated, hungry for growth, and comfortable running complex sales cycles across operational, technical, and executive stakeholders. This is a hands-on role for a seller who thrives on outbound prospecting, values inbound opportunities, and is energized by engaging customers directly, both virtually and onsite. What You'll Do Sales Strategy & Execution Own and consistently meet or exceed an assigned Enterprise 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 enterprise 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 Pipeline Management & Forecasting 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 Account Expansion & Customer Growth Lead land-and-expand strategies within enterprise 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 Collaboration & Alignment 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 Customer Engagement 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 What We're Looking For [Requirements should reflect demonstrated outcomes, not just years of experience.] 5+ years of B2B sales experience, preferably enterprise or 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 Why Join CAI At CAI, we are building something that matters. With 6,200+ customers across 15+ industries and active investment in AI-driven performance tools, we are positioned to define what the next generation of manufacturing software looks like — and we are building the team to lead that work. Our four pillars define how we deliver for customers — and how we work: Built to Fit - Fits how your business runs so performance comes standard Built to Expedite - Speeds time to performance without heavy lifts or delays. Built to Deliver - AI turns action and insights into measurable performance. Built to Scale - Sustains and scales performance without disruption. Preferred Experience selling into process manufacturing environments Background in manufacturing, food & beverage, industrial, or operational software Experience partnering with Customer Success for account expansion Familiarity with operational, plant-floor, or compliance-driven use cases Why Join Us You’ll have the opportunity to drive some of the most critical transformation initiatives in our company’s history. This is a highly visible role working directly with senior leadership to shape the future operating model of CAI. You’ll bring clarity, discipline, and execution focus to complex cross-functional programs while gaining exposure across every function of the business. CAI Software is an “EEO/Veterans/Disabled employer.” Equal Employment Opportunity CAI Software is an Equal Opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All qualified applicants will receive consideration for employment without regard to race, color, national origin, age, sex (including pregnancy, sexual orientation, and gender identity or expression), religion, disability, , genetic information, marital status, veteran status, or any other basis protected by local, state or federal law. Disability Accommodation CAI Software endeavors to make reasonable accommodations for applicants with disabilities and disabled veterans pursuant to applicable federal and state law. If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process or are limited in the ability or unable to access or use the online application process and need an alternative method for applying, please contact us at [email protected] or send an e-mail with your specific accommodation request. Work Authorization Applicants must be authorized to work in the United States. CAI Software does not unlawfully discriminate on the basis of citizenship or immigration status in accordance with the Immigration Reform and Control Act of 1986 (IRCA) . Pay Transparency Nondiscrimination CAI Software will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c).