Account Executive - SMB

About the role

We are seeking a driven, results-oriented Account Executive - SMB to support the next phase of growth within CAI Software. This role is responsible for net-new logo acquisition, as well as, expansion of existing Small and Mid-size customers, working closely with Customer Success.

What You’ll Do

• 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
• 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
• Account Expansion & Customer Growth
• 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
• 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

• 5+ years of full life-cycle B2B sales experience, preferably SMB to Mid Market
• Proven ability to close complex, consultative deals
• Strong outbound prospecting and pipeline generation skills
• 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. Preferred
• 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

What We Offer

• 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

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 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 talent.acquisition@caisoft.com or send an e-mail with your specific accommodation request.

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.