Account Executive - Discrete Manufacturing
CAI Software in, Salt Lake City, UT, United States
Account Executive – Discrete Manufacturing (Finance)
About CAI: 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
Discrete Manufacturing
business unit, which delivers software solutions for manufacturers that produce components and assemblies that become part of larger products. Serving small through enterprise manufacturers in industries such as aerospace, automotive, industrial equipment, and engineered products, Discrete Manufacturing focuses on modern execution‑connecting planning, production, traceability, and automation to help manufacturers run more resilient, efficient, and predictable operations.
About the Role As a Strategic Account Executive for
ShopVue MES , your mission is to drive customer success through strategic, consultative selling. You will position CAI as a trusted partner, helping manufacturers transition from traditional practices to modern, digital operations.
Core Responsibilities
Lead the end‑to‑end SaaS sales process, from initial discovery and qualification to negotiation and closing.
Self‑source ~50% of your total pipeline to drive $1M in annual sales (approximately 12‑15 closed deals per year).
Build relationships with VP‑level decision‑makers across Operations, Quality, Finance, and Engineering.
Execute against the
MEDDPICC
qualification framework and utilize Mutual Action Plans to ensure deal velocity.
Lead with ShopVue MES as the primary solution, utilizing the broader CAI toolkit for opportunistic secondary motions.
What We're Looking For
Experience:
5‑10 years of full‑cycle B2B SaaS sales experience, with a proven track record of meeting or exceeding quotas.
Market Expertise:
Experience closing mid‑market to enterprise‑level deals, ideally within
Aerospace
or other complex, highly regulated manufacturing sectors.
The “Hunter” Mentality:
Comfortable with a sales motion that requires heavy prospecting and a high degree of self‑sourced pipeline generation.
Technical Fluency:
Proficient with GenAI tools (e.g., ChatGPT) and modern sales tech stacks to gain a competitive advantage in sourcing and closing business.
Strategic Acumen:
Skilled in active listening, strategic questioning, and objection handling.
Travel:
Ability to travel as needed (typically
Education:
Bachelor's Degree preferred.
Skills & Traits
Complex Multithreading:
Ability to manage 7‑10 active deals simultaneously while maintaining personalized outreach for a large prospecting pool.
Sales Rigor:
Disciplined adherence to sales processes (MEDDPICC) and a high level of business acumen.
Grit & Self‑Motivation:
A creative problem‑solver who goes above and beyond to navigate internal and external roadblocks.
Presence:
Strong executive presence with the confidence to lead high‑stakes presentations and demos.
Benefits
Competitive base salary and a rewarding commission structure.
Comprehensive benefits (Health, Life, Disability).
401(k) plan and continuing education opportunities.
Remote‑first culture built on innovation and user‑centric design.
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.
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) .
Pay Transparency Nondiscrimination 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).
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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
Discrete Manufacturing
business unit, which delivers software solutions for manufacturers that produce components and assemblies that become part of larger products. Serving small through enterprise manufacturers in industries such as aerospace, automotive, industrial equipment, and engineered products, Discrete Manufacturing focuses on modern execution‑connecting planning, production, traceability, and automation to help manufacturers run more resilient, efficient, and predictable operations.
About the Role As a Strategic Account Executive for
ShopVue MES , your mission is to drive customer success through strategic, consultative selling. You will position CAI as a trusted partner, helping manufacturers transition from traditional practices to modern, digital operations.
Core Responsibilities
Lead the end‑to‑end SaaS sales process, from initial discovery and qualification to negotiation and closing.
Self‑source ~50% of your total pipeline to drive $1M in annual sales (approximately 12‑15 closed deals per year).
Build relationships with VP‑level decision‑makers across Operations, Quality, Finance, and Engineering.
Execute against the
MEDDPICC
qualification framework and utilize Mutual Action Plans to ensure deal velocity.
Lead with ShopVue MES as the primary solution, utilizing the broader CAI toolkit for opportunistic secondary motions.
What We're Looking For
Experience:
5‑10 years of full‑cycle B2B SaaS sales experience, with a proven track record of meeting or exceeding quotas.
Market Expertise:
Experience closing mid‑market to enterprise‑level deals, ideally within
Aerospace
or other complex, highly regulated manufacturing sectors.
The “Hunter” Mentality:
Comfortable with a sales motion that requires heavy prospecting and a high degree of self‑sourced pipeline generation.
Technical Fluency:
Proficient with GenAI tools (e.g., ChatGPT) and modern sales tech stacks to gain a competitive advantage in sourcing and closing business.
Strategic Acumen:
Skilled in active listening, strategic questioning, and objection handling.
Travel:
Ability to travel as needed (typically
Education:
Bachelor's Degree preferred.
Skills & Traits
Complex Multithreading:
Ability to manage 7‑10 active deals simultaneously while maintaining personalized outreach for a large prospecting pool.
Sales Rigor:
Disciplined adherence to sales processes (MEDDPICC) and a high level of business acumen.
Grit & Self‑Motivation:
A creative problem‑solver who goes above and beyond to navigate internal and external roadblocks.
Presence:
Strong executive presence with the confidence to lead high‑stakes presentations and demos.
Benefits
Competitive base salary and a rewarding commission structure.
Comprehensive benefits (Health, Life, Disability).
401(k) plan and continuing education opportunities.
Remote‑first culture built on innovation and user‑centric design.
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.
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) .
Pay Transparency Nondiscrimination 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).
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