Account Director - SMB
CAI Software in, Salt Lake City, UT, United States
CAI Software builds digital work execution platforms and software solutions that help manufacturing businesses operate with greater clarity and control. Our people bring structure to complexity by replacing fragmented, paper-based processes with connected digital workflows that improve visibility, compliance, and decision--making in real industrial environments. With 45+ years of experience and a presence across 10+ countries, CAI combines deep industry understanding with practical technology. Our team consists of ~800 employees worldwide who work across 15 core industries and support 5,000+ customers, guided by sound judgment, long-term thinking, and outcomes that endure.
CAI Business Units and the Markets We Serve
CAI Software is organized into three business units - Graphic Communications, Process Manufacturing, and Discrete Manufacturing – aligned to the markets we serve. This structure allows our teams to stay close to customer needs while operating with the scale and support of a global software company.
This role is part of our
Process Manufacturing
business unit, which provides ERP and operational software to manufacturers that transform raw materials into finished goods through formulas, recipes, or batch-driven processes. We work with small to enterprise manufacturers across industries such as food and beverage, bottling, pharmaceuticals, nutraceuticals, chemicals, paint, paper, tile, and supply chain logistics—supporting end-to-end operations from sourcing through production and distribution.
What You’ll Do
We are seeking a driven, results-oriented Account Director - SMB to support the next phase of growth within our Process Manufacturing business. This role is responsible for net-new logo acquisition, as well as expansion of existing Small and Mid-size customers, working closely with Customer Success.
The ideal candidate is self-motivated, hungry for growth, and comfortable running complex sales cycles across operational, technical, and executive stakeholders. This is a hands-on role for a seller who thrives on outbound prospecting, values inbound opportunities, and is energized by engaging customers directly, both virtually and onsite.
Sales Strategy & Execution
Own and consistently meet or exceed an assigned revenue quota for the North America territory, with a proven track record of closing 6- and 7-figure deals
Execute a territory strategy focused on net-new logo acquisition and land-and-expand growth within strategic enterprise accounts
Operate as a true hunter, generating a significant portion of pipeline through outbound prospecting, executive outreach, and targeted account-based strategies, while effectively managing inbound demand
Lead and manage complex, multi-threaded SMB sales cycles, navigating procurement, legal, security, and executive decision-makers
Create urgency and momentum by tying solutions to measurable business outcomes, including operational efficiency, compliance, scalability, and ROI
Position value-based solutions that drive tangible results and accelerate time to value for customers
Build, qualify, and maintain a robust, self-sourced pipeline aligned to enterprise growth targets
Forecast accurately and consistently, managing opportunities through defined sales stages with disciplined deal inspection
Drive deal progression by establishing clear next steps, mutual action plans, and executive alignment
Confidently navigate complex, multi-stakeholder decision processes and remove blockers to close
Account Expansion & Customer Growth
Lead land-and-expand strategies within SMB accounts, identifying opportunities for additional sites, locations, use cases, and cross-sell/upsell expansion
Partner closely with Customer Success Managers (CSMs) to expand footprint, support renewals, and drive long-term account growth
Maintain executive relationships to unlock incremental budget and expansion opportunities over time
Work cross-functionally with Marketing, Product, Services, and Customer Success to drive coordinated enterprise account strategies
Align sales execution with onboarding, delivery, and customer success outcomes to ensure successful deployments and expansion
Provide structured feedback from the field to influence product roadmap, messaging, and go-to-market strategy
Engage and influence stakeholders across operations, manufacturing, IT, quality, procurement, and executive leadership
Lead high-impact discovery sessions, executive presentations, demos, and onsite meetings as required
Travel to customer locations to support deal progression, executive alignment, and long-term relationship building
What We’re Looking For
5+ years of B2B sales experience, preferably SMB to Mid Market
Proven ability to close complex, consultative deals
Strong outbound prospecting and pipeline generation skills
Experience managing inbound leads alongside outbound efforts
Self-starter with strong ownership, accountability, and drive
Comfortable engaging multiple stakeholders across an organization
Ability and willingness to travel to customer sites as needed
Preferred
Experience selling into process manufacturing environments
Background in manufacturing, food & beverage, industrial, or operational software
Experience partnering with Customer Success for account expansion
Familiarity with operational, plant-floor, or compliance-driven use cases
What We Offer
High-impact role with ownership of a North American enterprise territory
Competitive compensation with strong upside for performance
Opportunity to sell into mission-critical manufacturing environments
Clear career growth path within a scaling sales organization
Collaborative, execution-focused culture
Why Join Us
You’ll have the opportunity to drive some of the most critical transformation initiatives in our company’s history. This is a highly visible role working directly with senior leadership to shape the future operating model of CAI. You’ll bring clarity, discipline, and execution focus to complex cross-functional programs while gaining exposure across every function of the business.
CAI Software is an “EEO/Veterans/Disabled employer.”
CAI Software is an Equal Opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All qualified applicants will receive consideration for employment without regard to race, color, national origin, age, sex (including pregnancy, sexual orientation, and gender identity or expression), religion, disability, genetic information, marital status, veteran status, or any other basis protected by local, state or federal law.
Disability Accommodation
CAI Software endeavors to make reasonable accommodations for applicants with disabilities and disabled veterans pursuant to applicable federal and state law. If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process or are limited in the ability or unable to access or use the online application process and need an alternative method for applying, please contact us at talent.acquisition@caisoft.com or send an e‑mail with your specific accommodation request.
Work Authorization
Applicants must be authorized to work in the United States. CAI Software does not unlawfully discriminate on the basis of citizenship or immigration status in accordance with the
Immigration Reform and Control Act of 1986 (IRCA) .
CAI Software will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c).
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities This employer is required to notify all applicants of their rights pursuant to federal employment laws.For further information, please review the Know Your Rights notice from the Department of Labor.
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CAI Business Units and the Markets We Serve
CAI Software is organized into three business units - Graphic Communications, Process Manufacturing, and Discrete Manufacturing – aligned to the markets we serve. This structure allows our teams to stay close to customer needs while operating with the scale and support of a global software company.
This role is part of our
Process Manufacturing
business unit, which provides ERP and operational software to manufacturers that transform raw materials into finished goods through formulas, recipes, or batch-driven processes. We work with small to enterprise manufacturers across industries such as food and beverage, bottling, pharmaceuticals, nutraceuticals, chemicals, paint, paper, tile, and supply chain logistics—supporting end-to-end operations from sourcing through production and distribution.
What You’ll Do
We are seeking a driven, results-oriented Account Director - SMB to support the next phase of growth within our Process Manufacturing business. This role is responsible for net-new logo acquisition, as well as expansion of existing Small and Mid-size customers, working closely with Customer Success.
The ideal candidate is self-motivated, hungry for growth, and comfortable running complex sales cycles across operational, technical, and executive stakeholders. This is a hands-on role for a seller who thrives on outbound prospecting, values inbound opportunities, and is energized by engaging customers directly, both virtually and onsite.
Sales Strategy & Execution
Own and consistently meet or exceed an assigned revenue quota for the North America territory, with a proven track record of closing 6- and 7-figure deals
Execute a territory strategy focused on net-new logo acquisition and land-and-expand growth within strategic enterprise accounts
Operate as a true hunter, generating a significant portion of pipeline through outbound prospecting, executive outreach, and targeted account-based strategies, while effectively managing inbound demand
Lead and manage complex, multi-threaded SMB sales cycles, navigating procurement, legal, security, and executive decision-makers
Create urgency and momentum by tying solutions to measurable business outcomes, including operational efficiency, compliance, scalability, and ROI
Position value-based solutions that drive tangible results and accelerate time to value for customers
Build, qualify, and maintain a robust, self-sourced pipeline aligned to enterprise growth targets
Forecast accurately and consistently, managing opportunities through defined sales stages with disciplined deal inspection
Drive deal progression by establishing clear next steps, mutual action plans, and executive alignment
Confidently navigate complex, multi-stakeholder decision processes and remove blockers to close
Account Expansion & Customer Growth
Lead land-and-expand strategies within SMB accounts, identifying opportunities for additional sites, locations, use cases, and cross-sell/upsell expansion
Partner closely with Customer Success Managers (CSMs) to expand footprint, support renewals, and drive long-term account growth
Maintain executive relationships to unlock incremental budget and expansion opportunities over time
Work cross-functionally with Marketing, Product, Services, and Customer Success to drive coordinated enterprise account strategies
Align sales execution with onboarding, delivery, and customer success outcomes to ensure successful deployments and expansion
Provide structured feedback from the field to influence product roadmap, messaging, and go-to-market strategy
Engage and influence stakeholders across operations, manufacturing, IT, quality, procurement, and executive leadership
Lead high-impact discovery sessions, executive presentations, demos, and onsite meetings as required
Travel to customer locations to support deal progression, executive alignment, and long-term relationship building
What We’re Looking For
5+ years of B2B sales experience, preferably SMB to Mid Market
Proven ability to close complex, consultative deals
Strong outbound prospecting and pipeline generation skills
Experience managing inbound leads alongside outbound efforts
Self-starter with strong ownership, accountability, and drive
Comfortable engaging multiple stakeholders across an organization
Ability and willingness to travel to customer sites as needed
Preferred
Experience selling into process manufacturing environments
Background in manufacturing, food & beverage, industrial, or operational software
Experience partnering with Customer Success for account expansion
Familiarity with operational, plant-floor, or compliance-driven use cases
What We Offer
High-impact role with ownership of a North American enterprise territory
Competitive compensation with strong upside for performance
Opportunity to sell into mission-critical manufacturing environments
Clear career growth path within a scaling sales organization
Collaborative, execution-focused culture
Why Join Us
You’ll have the opportunity to drive some of the most critical transformation initiatives in our company’s history. This is a highly visible role working directly with senior leadership to shape the future operating model of CAI. You’ll bring clarity, discipline, and execution focus to complex cross-functional programs while gaining exposure across every function of the business.
CAI Software is an “EEO/Veterans/Disabled employer.”
CAI Software is an Equal Opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All qualified applicants will receive consideration for employment without regard to race, color, national origin, age, sex (including pregnancy, sexual orientation, and gender identity or expression), religion, disability, genetic information, marital status, veteran status, or any other basis protected by local, state or federal law.
Disability Accommodation
CAI Software endeavors to make reasonable accommodations for applicants with disabilities and disabled veterans pursuant to applicable federal and state law. If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process or are limited in the ability or unable to access or use the online application process and need an alternative method for applying, please contact us at talent.acquisition@caisoft.com or send an e‑mail with your specific accommodation request.
Work Authorization
Applicants must be authorized to work in the United States. CAI Software does not unlawfully discriminate on the basis of citizenship or immigration status in accordance with the
Immigration Reform and Control Act of 1986 (IRCA) .
CAI Software will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c).
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities This employer is required to notify all applicants of their rights pursuant to federal employment laws.For further information, please review the Know Your Rights notice from the Department of Labor.
#J-18808-Ljbffr