Account Executive – Strategic Accounts (Expansion), Manufacturing – Remote (US)
About The Position
Ultimo is hiring an Account Executive to grow a portfolio of existing commercial customers using its enterprise asset management (EAM) software. The role focuses on expanding adoption across business units, sites, and product modules, rather than pursuing new logos or passively managing accounts. The Account Executive will focus strategically on key accounts, identify expansion opportunities through operational insight, and lead upsell and cross-sell sales cycles from beginning to end. The role involves consultative, value-led selling to stakeholders including operations leaders, IT, procurement, and C-level executives. The Account Executive will work closely with Customer Success, Pre-Sales, and European sales teams, and will help shape how US–EU collaboration works in practice. Ultimo describes the position as highly autonomous, with direct access to leadership and responsibility for account decisions, pipeline, forecasting, and results. The role is remote in the US, with the Midwest or East Coast preferred.
Requirements
- Proven success growing install-base or expansion accounts in SaaS or enterprise software.
- Experience selling into manufacturing, industrial, or asset-intensive environments, or adjacent sectors.
- Ability to create pipeline within existing accounts.
- Strong diagnostic discovery and value-based selling capability.
- Confidence navigating complex, multi-stakeholder organizations.
- Strong commercial judgment and deal ownership.
- High ownership mindset and bias toward action.
Nice To Haves
- Experience with asset management, CMMS, or operational software.
Responsibilities
- Own and grow a portfolio of existing customer accounts.
- Focus strategically on top accounts and build account expansion strategies informed by operational insight.
- Identify opportunities across plants, sites, and business units.
- Lead upsell and cross-sell sales cycles end-to-end.
- Engage operations leaders, IT, procurement, and C-level stakeholders.
- Conduct value-led, consultative sales conversations.
- Collaborate with European sales teams, Customer Success, and Pre-Sales.
- Help shape US–EU collaboration in practice.
- Manage accounts autonomously and take initiative to improve how things are done.
- Maintain pipeline and forecasting in a CRM-driven environment.
Benefits
- Flexible paid time off, including sick and holiday.
- Medical, dental, and vision insurance.
- 401(k) with company contribution.
- Flexible spending accounts.
- Life insurance and disability benefits.
- Tuition assistance.
- Community involvement and volunteering events.
- Uncapped variable compensation.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
