SaaS Account Executive

The Kendall Group•Conshohocken, PA

About The Position

The Kendall Group is seeking a results-driven SaaS Account Executive to grow its SaaS products and solutions. Reporting to the Consulting Division Manager, this role focuses on identifying and developing new business, managing existing client relationships, and meeting or exceeding sales targets. The successful candidate will understand the needs of manufacturing clients, communicate the value of SaaS offerings, and lead opportunities through closing and onboarding. The position works with internal marketing, customer success, and product development teams and provides market insights to product and marketing. It requires manufacturing SaaS or technology sales experience, strong communication and organization skills, a valid driver’s license, and willingness to travel up to 50% for client meetings and industry events. The work is performed in a normal office environment, with the ability to sit for up to eight hours per day. Reasonable accommodations may be made for individuals with disabilities to perform essential functions.

Requirements

At least 5 years of manufacturing sales experience in SaaS and technology sales, such as cybersecurity, Manufacturing Execution Systems, IIoT, or other advanced software applications.
Bachelor’s degree or equivalent combination of skills and experience.
Strong understanding of SaaS products, services, and subscription models.
Proficiency with Microsoft Office and ability to learn new software.
Highly organized and detail-oriented, with ability to multitask and shift priorities in a fast-paced, evolving, and sometimes ambiguous environment.
Ability to work effectively across functions and provide excellent internal and external customer service.
Strong interpersonal communication, problem-solving, organizational, written, and verbal communication skills.
Ability to see, talk, and hear, and to sit for 8 hours per day; reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.
Willingness to travel for client meetings and industry events as needed, up to 50%, with minimal overnight stays.
Possess and maintain a valid driver’s license.

Nice To Haves

10 or more years of SaaS or technology sales experience.
5 years of experience selling to or working within manufacturing environments.
Familiarity with sales methodologies such as MEDDIC or Challenger.
Understanding of edge-to-cloud solutions for manufacturing and cybersecurity.
Familiarity with platforms such as Rockwell, AVEVA, RedZone, Tulip, Dassault, Parsec, Inductive, and Vorne.

Responsibilities

Identify and target potential clients through research, outreach, and networking, engaging decision-makers and stakeholders.
Understand prospective clients’ challenges and objectives and tailor product presentations to demonstrate how SaaS solutions address their needs.
Communicate the value proposition, features, and benefits of SaaS offerings.
Lead the sales process from initial contact through negotiation, contract signing, and onboarding.
Manage the sales pipeline and activities using CRM tools for tracking and forecasting.
Maintain relationships with existing clients, respond to inquiries, provide support, and identify upselling and cross-selling opportunities.
Meet or exceed monthly, quarterly, and annual sales targets, and execute strategies to maximize revenue, net new orders, and net new logos.
Monitor industry trends, competition, and customer feedback, and provide actionable insights to product and marketing teams.
Collaborate with marketing, customer success, and product development teams to support a cohesive, customer-centric approach.