Account Executive - SMB

CAI Software, LLC•Salt Lake, UT

12h•Hybrid

About The Position

CAI Software builds purpose-built solutions that help manufacturers, processors, and distributors accelerate performance. Our mission is to enable manufacturers to transform performance through a connected, AI-assisted ecosystem that delivers visibility, control, and continuous improvement. We bring the deep operational expertise and enterprise infrastructure to be a true long-term performance partner. With 6,200+ active customers worldwide and a market-leading position in every vertical we serve, CAI combines 45+ years of industry expertise with modern AI-driven execution - helping businesses move faster, operate smarter, and perform at their peak. We work across 15+ industries and 10+ countries, guided by three values built into our name: Candor, Accountability, and Impact. CAI Software is organized into three business units: Graphic Communications, Process Manufacturing, and Discrete Manufacturing - aligned to the industries we serve. This structure keeps our teams 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 delivers ERP and operational software to manufacturers that transform raw materials into finished goods through formulas, recipes, or batch-driven processes. We serve food and beverage, pharmaceutical, chemical, nutraceutical, paint, supply chain logistics and related manufacturers - supporting end-to-end operations built for measurable performance outcomes.

Requirements

5+ years of full life-cycle 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 approximately 10% of the time.

Nice To Haves

Experience selling into process, discrete or print/packaging manufacturing environments
Background in manufacturing, food & beverage, industrial, automotive, aerospace 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 5-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
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