Account Executive

About the role

Sustainment is an AI-native software platform that helps US‑based manufacturers easily find and work with the critical suppliers they need to build and manage their supply chains. The company’s vision is to reimagine American manufacturing as a hyperconnected, secure, and resilient ecosystem of local and regional suppliers who can more easily connect, interact, and do business with the industry and government customers that rely on them. As a dual‑use technology platform, Sustainment supports both DoD and commercial customers.

In this role you will build the software layer that connects manufacturers to the supply base they depend on. You will sell into upper‑mid‑market and enterprise manufacturers in a category that does not yet have a name, requiring you to create the business case from scratch and sell it to executives who have never bought this type of solution before. The sale is a long‑cycle, multi‑threaded, consultative enterprise effort where you will own new logos and drive expansion within accounts by winning additional buying groups, divisions, or plants.

Responsibilities

• Own new logos and drive expansion inside them — land the first buying group and then earn the next (second division, second plant, second function).
• Work named accounts in partnership with a BDR on outbound efforts using a defined target account list.
• Build the ROI argument, defend it against finance and procurement scrutiny, and carry it through the buying committee.
• Execute multi‑threaded sales: map the organization, build coverage across supply chain, operations, procurement, IT, and finance, and keep deals alive when champions move.
• Gather market intelligence from the field and feed it back to product, marketing, and leadership.
• Operate as a tight pod with the founding SE on technical discovery and proof, and with the BDR on account penetration, functioning as one unit against ICP prospect accounts and opportunities.

Requirements

• 5+ years total closing experience in B2B SaaS.
• 2+ years closing experience in an enterprise sales motion.
• Demonstrated enterprise‑style sales process: long cycles, multiple stakeholders, formal procurement, committee decisions.
• Ability to cite specific deals and explain how you multi‑threaded them.
• Experience selling into an undefined or emerging category where no buyer playbook existed and you built or collaborated to build one.
• Value‑based selling: construct an ROI model and defend it under pressure from finance or procurement.
• Genuine land‑and‑expand experience — landing new logos and growing them by winning additional buying groups or divisions.
• Comfort operating off a defined target account list in coordinated partnership with sales engineering and BDR support.
• Constant state of learning and improvement driven by personal curiosity and drive to succeed.

Qualifications

• ERP or SAP familiarity (strong plus).
• Working knowledge of procurement and RFQ workflows (strong plus).
• Experience selling into manufacturing, defense, industrial, or supply chain markets (strong plus).
• Experience as an early AE at a Series A/B company (strong plus).

Skills

• Consultative enterprise sales approach.
• Multi‑threading and stakeholder mapping.
• ROI modeling and value‑based selling.
• Land‑and‑expand motion.
• Market intelligence gathering and internal dissemination.
• Technical discovery partnership with a Sales Engineer.
• Outbound execution partnership with a BDR.

Benefits

• Medical, dental, and vision insurance.
• Paid time off and company holidays.
• 401K matching.

Schedule

Location: Austin, TX (hybrid preferred). Open to candidates outside Austin who are willing to travel roughly 50% of the time to Austin for customer meetings and market‑facing events.