Account Director - SMB

CAI World-Wide•Pittsburgh, PA

10d

About The Position

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.

Requirements

5+ years of B2B sales experience, preferably enterprise or 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

Nice To Haves

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

Responsibilities

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
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