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 self‑serve you touch, and PLG→enterprise expansions.
- Equity commensurate with being the first sales hire.
- Path to Senior AE / Player‑Coach or Founding Sales Leader once two lanes are repeatable and a second/third AE is productive.