Account Executive – Install Base_SO

We're looking for an experienced Account Executive to manage and grow relationships within an established base of software customers. This is a relationship-driven sales role focused on expanding business in existing accounts rather than hunting new logos. You'll identify upsell and cross-sell opportunities, manage complex B2B sales cycles, and build strong relationships with key decision-makers, including C-level executives. You'll work closely with Pre-Sales, Professional Services, Marketing, Engagement Managers, and company leadership to build account strategies that help customers reach their business goals. A strong understanding of manufacturing processes is essential, since many customers are manufacturing organizations. The role reports directly to the VP of Sales and includes regular in-person meetings with strategic accounts across a multi-state territory.

Details:
Schedule: Full time
Location: Remote, United States (with regular multi-state travel to customer sites; no visa sponsorship)
Start: ASAP
Duration: Long-term
English: Fluent
Type of collaboration: Internal Employment

About the project:
The company provides software products and related services, including implementation, deployment, project management, and support, to business customers. A large part of its customer base is made up of manufacturing organizations that rely on its solutions to run and improve their operations. This role focuses on the company's installed base, helping existing customers get more value and adopt more of the company's products and services over time. Account Executives work hand in hand with Pre-Sales and Professional Services teams, so sales and delivery stay closely connected through the whole project lifecycle. The sales team runs Quarterly Business Reviews with the VP of Sales and works toward clear goals for revenue growth, customer satisfaction, and reference accounts. It's a salaried position with commission potential and full benefits.

You have:
- 5+ years of technology or software sales experience
- A strong understanding of manufacturing processes
- A proven track record of managing and growing existing customer accounts, including upselling and cross-selling
- Experience managing complex B2B software or technology sales cycles
- The ability to build relationships with senior executives and C-level decision-makers
- A documented history of hitting sales quotas
- Strong pipeline management and accurate revenue forecasting skills
- Comfort working in CRM systems and keeping detailed account records
- Excellent verbal and written communication, presentation, and organizational skills
- Willingness to travel across a multi-state territory and a valid driver's license
- Authorization to work in the United States without visa sponsorship
- Nice to have: experience selling software solutions into manufacturing organizations
- Nice to have: experience working with or for software consulting or implementation organizations
- Nice to have: experience collaborating with Professional Services and implementation teams
- Nice to have: an understanding of IT applications across multiple industries

What to do:
- Manage and grow an assigned portfolio of existing customers within your territory
- Achieve annual sales quota and revenue targets while keeping a healthy pipeline
- Identify upsell and cross-sell opportunities and expand the company's software and services within accounts
- Build account plans for key customers based on a deep understanding of their business, structure, and challenges
- Develop relationships across all levels of customer organizations, including executive leadership
- Run regular sales and follow-up calls, and meet in person with strategic accounts
- Manage opportunities through the full sales cycle and prepare accurate forecasts
- Work with Pre-Sales, Professional Services, and Marketing on solutions, proposals, Statements of Work, and project plans
- Prepare and deliver customer presentations, including executive and C-suite presentations
- Take part in Quarterly Business Reviews with the VP of Sales
- Support Professional Services engagements throughout the project lifecycle
- Drive customer satisfaction and secure referrals, testimonials, case studies, and reference accounts
- Keep CRM activity, opportunity, and account information accurate and up to date