Founding Account Executive: Industrial Fire Prevention and Predictive Maintenance

Avian • Auburn, MI

29d • Hybrid

About The Position

AVIAN is seeking its first Account Executives in the US to join its founding sales team. The company offers Swiss-engineered infrared cameras and AI monitoring to detect abnormal heat inside industrial facilities, preventing both fire risk and unplanned equipment shutdowns. The system has a proven track record in industries like wood processing, recycling, and paper, and is expanding into new verticals such as data centers and battery storage facilities. The demand for AVIAN's solution is high, with significant market opportunity yet to be tapped. The Account Executive will report to the SVP of Sales and play a crucial role in scaling the company towards $10M+ ARR.

Requirements

• Proven track record of closing complex B2B deals with multiple stakeholders and negotiation, consistently hitting or beating quota.
• Experience building own pipeline through direct prospecting, especially in startup, scale-up, or scrappy industrial company environments.
• Ability to grow accounts over years, not just quarters, demonstrating customer retention and expansion.
• Strong understanding of operational buyers (plant managers, maintenance/reliability leaders, safety directors) and their world.
• Structured approach to sales with clean CRM usage (HubSpot preferred), honest forecasting, disciplined next steps, and strong follow-up.
• Willingness to travel to customer sites, trade shows, and team meetings as required.
• Experience in industries such as fire protection, industrial automation, condition monitoring, predictive maintenance, machine vision, safety tech, or insurance loss control.
• Experience selling into plants and facilities.

Nice To Haves

• Experience selling in AVIAN's core verticals (wood processing, recycling, paper).
• Experience rolling out a solution across multiple sites of a single customer.
• Established relationships with insurers, brokers, integrators, or OEMs that can open doors.

Responsibilities

• Manage the full sales cycle, including new ARR and expansion deals from initial contact to signature: discovery, demo, site visit, ROI case, proposal, negotiation, and closing.
• Sell to a range of buyers including operations, maintenance, reliability, safety, procurement, and executives within the same account.
• Prospect directly into plant managers, maintenance and reliability leaders, safety leaders, and executives at high-risk facilities consistently.
• Develop and articulate the business case by translating operational pain points (unplanned downtime, equipment damage, inventory loss, rising insurance costs) into financial arguments.
• Manage and grow customer accounts post-signature, maintaining relationships and driving expansion.
• Act as a feedback loop to marketing, product, and implementation teams, sharing market insights to shape pitches, pricing, and roadmaps.
• Execute a 'land and expand' strategy: secure initial site purchases, prove value through early results, expand coverage within a site, and then expand across multiple facilities within an account.
• Build plans for largest accounts that map every facility, stakeholder, and a path to standardizing on AVIAN.
• Document successful sales strategies and processes to aid the ramp-up of future hires.

Benefits

• Competitive base salary plus uncapped variable compensation.
• Equity ownership as a founding commercial team member.
• Direct access to SVP of Sales, leadership team, and founders, with influence on pricing, pitch, and go-to-market strategy.
• A product that addresses urgent customer needs (fire risk, downtime, insurance requirements).
• Flexible, high-trust working model.
• Work with an international, customer-obsessed team.

What This Job Offers

• Job Type: Full-time
• Career Level: Entry Level
• Education Level: No Education Listed