Job Details

Enterprise Account Executive - Industrial SaaS

Location: U.S. - REMOTE
Reports to: CEO
About Us

We're a fast-growing AI SaaS company that helps manufacturers turn messy regulatory and compliance evidence into "market-ready packets." Our customers rely on us to accelerate certifications, submittals, and product approvals.
What You'll Sell

• The full platform (not features) - showing how we automate evidence ingestion, rules application, packet generation, supplier campaigns, renewals, and integrations
• Outcomes: faster approvals, fewer holds, lower compliance risk

What You'll Do

• Own a vertical (e.g. instrumentation, power, PVF/water) and close full-cycle deals
• Use product-led demand (trial "packet intent" actions) to feed pipeline and convert prospects
• Build demos, discovery decks, mutual plans, and negotiation strategies
• Collaborate with marketing/PLG leads, partner labs/distributors, and product to shape roadmap
• Hit quotas and establish repeatable plays and partner channels

Success Metrics

• Ramp quarter goal: ~$120K new ARR
• Ongoing quarterly target: ~$240K new ARR
• Coverage: maintain 3× pipeline coverage
• Conversion benchmarks: Lead → SQL ≥30%, SQL → Opp ≥50%, Opp → Close ≥25%
• Demo / packet build time: ≤10 minutes
• First-pass approval rate on submitted evidence: ≥70%
• Engage PLG intent signals and convert trials (≥4-6% trial → paid)

Experience You Bring

• 4-8+ years closing enterprise deals in industrial, compliance, or regulated-tech SaaS
• Track record hitting $600K-$1M new ARR as an individual contributor
• Comfortable building things live (checklists, evidence matrices) during sales calls
• Experience with labs, distributors, or co-selling is a plus
• Bonus: domain familiarity in instrumentation, controls, panels, water, etc.

Why This Role Matters

You will help prove the scalability of our industrial GTM motion. As one of the first enterprise sales hires, you'll lay the foundation - the hooks, plays, and relationships - that define our repeatable success.

Compensation & progression

• Competitive base (~$150k) + variable (50/50) with accelerators >110% attainment.
• Full credit for enterprise, PLG selfserve you touch, and PLG→enterprise expansions.
• Equity commensurate with being the first sales hire.
• Path to Senior AE / PlayerCoach or Founding Sales Leader once two lanes are repeatable and a second/third AE is productive.