Strategic Account Executive

Role Overview

You will be responsible for developing new opportunities through inbound leads, cold outreach, networking, and account-based strategies, while navigating long, multi-stakeholder sales cycles. Success in this role requires the ability to build and execute account plans, multi-thread within large organizations, and consistently create and close pipeline.

Your Tasks

• Own a defined territory and develop a strategic plan to penetrate and expand target accounts
• Generate pipeline through proactive prospecting, cold outreach, networking, referrals, partner relationships, social selling, and account-based selling strategies
• Partner closely with Business Development Representatives (BDRs) to develop account penetration strategies, coordinate outreach campaigns, and maximize engagement within target accounts
• Provide strategic direction to BDRs on target personas, account priorities, stakeholder mapping, and messaging
• Develop and execute account plans focused on Fortune 1000 and enterprise industrial organizations, with an emphasis on automotive, pharmaceutical/life sciences, and food & beverage companies
• Identify and engage stakeholders across operations, engineering, maintenance, OT, IT, cybersecurity, procurement, and executive leadership
• Build and manage multi-threaded sales motions within complex organizations
• Drive strategic sales cycles from initial outreach through contract execution and close
• Lead discovery conversations aligned to operational resilience, disaster recovery, risk reduction, compliance, OT cybersecurity, asset management, and digital transformation initiatives
• Build compelling business cases and ROI justification for enterprise software investments
• Navigate procurement, legal, security, and executive approval processes
• Collaborate with solution engineering, channel partners, marketing, and customer success teams to accelerate opportunities
• Maintain disciplined pipeline management, forecasting accuracy, and account activity within Salesforce
• Develop executive relationships and establish trusted advisor status within target accounts
• Consistently achieve and exceed pipeline generation and revenue targets

Your Profile

• 5+ years of enterprise software, SaaS, industrial software, automation, OT, cybersecurity, infrastructure software, or related technology sales experience
• Bachelor’s degree in business, sales, marketing, or related field preferred
• Proven success prospecting and creating pipeline independently within large enterprise accounts
• Demonstrated track record of exceeding quota in a hunter-focused sales role
• Demonstrated ability to generate a significant portion of pipeline through self-sourced activities
• Experience selling into Fortune 1000 or large industrial organizations preferred
• Experience selling software, cybersecurity, automation, industrial technology, SaaS, OT, IT, SCADA, MES, asset management, industrial networking, or related enterprise technology solutions preferred
• Demonstrated success managing complex sales cycles involving multiple stakeholders and decision makers
• Strong account planning, territory planning, and opportunity management skills
• Demonstrated executive presence with the ability to engage VP, SVP, and C-level leaders
• Experience closing strategic software transactions ranging from $500K to $1M+ ARR
• Existing relationships within automotive, pharmaceutical/life sciences, or food & beverage organizations is a plus
• Experience with Salesforce, HubSpot, LinkedIn Sales Navigator, ZoomInfo, 6sense, Gong, or similar sales technologies preferred
• Excellent communication, presentation, negotiation, and organizational skills
• AI literacy and willingness to leverage AI tools to improve prospecting, account research, partner engagement, and overall sales effectiveness
• Ability to travel up to 50%

About us