Sr. Account Executive

About B&L Information Systems

Founded in 1976, B&L Information Systems is a leading provider of SaaS ERP software solutions specializing in the foundry, metal and investment casting industries. Headquartered in Bridgman, MI, B&L delivers SaaS ERP solutions built by industry experts.

Responsibilities

• Own the full sales cycle, from lead generation and qualification through contract negotiation and closing.
• Develop and manage a healthy pipeline of qualified opportunities to consistently achieve or exceed revenue targets.
• Prospect into new accounts through outbound calling, email, networking, referrals, and other sales channels.
• Conduct discovery meetings to understand prospects' business processes, operational pain points, and technology requirements.
• Deliver compelling product demonstrations and presentations tailored to customer needs.
• Clearly articulate the business value and ROI of a cloud-based SaaS ERP solution to executive and operational stakeholders.
• Build strong relationships with decision-makers, including CEOs, CFOs, COOs, plant managers, operations leaders, and IT stakeholders.
• Navigate complex, multi-stakeholder B2B sales processes and effectively manage objections.
• Prepare proposals, pricing, and business cases and lead negotiations through close.
• Maintain accurate pipeline, forecasting, and customer activity information within the CRM.
• Collaborate closely with Marketing, Product, Implementation, and Customer Success teams to ensure a smooth transition from sale to implementation.
• Stay current on ERP, SaaS, manufacturing technology, and industry trends.
• Develop a strong understanding of customers' operational workflows and identify opportunities where ERP technology can create measurable value.

Required Skills & Qualifications

• 4+ years of proven B2B sales experience, preferably selling SaaS, ERP, enterprise software, or business technology solutions.
• Demonstrated success managing the entire sales cycle and consistently achieving sales quotas.
• Strong prospecting, pipeline development, discovery, presentation, negotiation, and closing skills.
• Experience selling to multiple stakeholders and navigating complex sales cycles.
• Strong consultative selling and business-value communication skills.
• Excellent verbal, written, and presentation skills.
• Ability to understand technical products and translate complex concepts into clear business outcomes.
• Experience using CRM systems.
• Self-motivated, competitive, organized, and comfortable working in a fast-paced growth environment.
• Experience with Microsoft Office.
• Willingness to travel.

Preferred Qualifications

• Experience selling SaaS ERP or manufacturing software.
• Knowledge of foundry, metal casting, investment casting, machine shop operations a plus.
• Familiarity with manufacturing processes such as quoting, production planning, inventory, purchasing, quality, scheduling, costing, and shop-floor operations.
• Existing relationships within the manufacturing or foundry industry.
• Experience selling to small and mid-sized manufacturers or industrial companies.
• Experience with SaaS subscription-based sales models.

Work Location & Eligibility

• Hybrid role based in Bridgman, MI
• Regional remote candidates may be considered
• Must be authorized to work in the United States

Compensation

• $70,000-$80,000 base salary
• Uncapped commission structure
• Est. $130,000.00 annual OTE
• Competitive earning potential with full range transparency

Benefits

• Medical insurance (Traditional and HDHP options)
• FSA, LPFSA, HSA
• Dental and Vision coverage
• 401(k) Retirement Plan with employer match
• Flexible paid time off (PTO)
• 11 paid holidays, 72 hrs. paid sick time annually, and paid bereavement time
• 4 weeks paid parental leave
• Short-term and long-term disability
• Life insurance
• Employee Assistance Program
• Optional tuition reimbursement and wellness benefits