Industry Account Executive

About the role

Falcon wins by being designed in — specified into a water treatment plant's SCADA standard, a DOT's traffic-cabinet spec, or an OEM's UL 508A control panel — not by transactional price competition. This is deep, relationship-led, long-cycle selling to specifying engineers, integrators, and infrastructure owners. We're hiring several Account Executives to drive genuine penetration in Falcon's priority industries: named-account development, design wins, and the vertical solution kits that turn one win into a repeatable motion.

Why this role, why now

You don't need to already have deep experience in all three of our verticals — we're looking for sellers who've built a track record selling technically specified, engineered products into industrial, infrastructure, or critical-facilities markets, and who can bring (or quickly build) the domain credibility a given vertical demands. Falcon brings a differentiated product and an AI workforce that makes you dangerous at scale.

What you'll own

Your vertical's go-to-market. Own the account universe, the specifying engineers, and the design-win pipeline for your assigned industry — water/wastewater SCADA, industrial automation, or transportation/traffic/ITS/rail. Spec-in positions. Get Falcon designed into projects, plant standards, cabinet specs, and control-panel BOMs — the positions that generate durable, defensible revenue. Named-account development & close. Develop and win named accounts in the vertical through long-cycle, technically credible selling. Vertical solution kits. Partner with engineering and marketing to define packaged solutions for your vertical (e.g., water SCADA cabinet, transit-cabinet kit) that make Falcon the easy default. Voice of the customer. Feed vertical requirements, competitive intelligence, and lost-deal insight back to product and engineering. The vertical scoreboard. Own spec-in positions and qualified design-win pipeline in your vertical, the metrics that predict revenue in a designed-in market.

What you bring — must-have

• 5+ years selling technically engineered, specified, or considered-purchase products into industrial, infrastructure, utility, municipal, or critical-facilities markets — for example water/wastewater, industrial automation and controls, transportation/traffic/ITS/rail, power and energy, building infrastructure, or a related specified-equipment category.
• Relationships with, or a demonstrated ability to build relationships with, specifying engineers, integrators, EPCs, OEMs, or municipal/DOT buyers.
• A track record of design wins, spec-in selling, or long-cycle industrial/infrastructure sales — you can point to specific projects you got specified into.
• Enough technical fluency to hold a credible power-protection / critical-infrastructure conversation with an engineer, or the demonstrated ability to pick up technical products quickly.
• Comfort operating with AI account-intelligence and signal tooling as a daily force multiplier.

PREFERRED

• 7+ years and existing, activatable relationships within one of Falcon's three priority verticals: water/wastewater SCADA, industrial automation/UL 508A controls, or transportation/traffic/ITS/rail.
• Familiarity with the vertical's control ecosystem — SCADA/RTU, PLC/HMI, or ITS controllers.
• Understanding of how UPS and backup power fit critical-infrastructure design.
• Experience selling into more than one industrial or infrastructure vertical, or transitioning between them.