Senior Account Executive

Arch Systems

27d • $130,000 - $150,000 • Remote

About The Position

Arch Systems is hiring a Senior Account Executive to own the entire revenue motion — from first outreach to signed contract. This is a hunter role with teeth. You will build pipeline, run enterprise discovery, navigate complex multi-stakeholder deals, and close business with VP and C-level buyers across operations, IT, and finance at mid-market and enterprise manufacturing companies.
Selling enterprise AI into manufacturing is not a transactional motion. Deals at Arch Systems typically run 6-9 months or longer, involve multiple stakeholders across operations, IT, and finance, and require a deliberate, consultative approach to build the business case and organizational trust required to win. The primary entry strategy is through a paid or structured pilot — your job in the first half of any deal cycle is to earn the right to run one. Candidates who thrive in this environment are patient hunters: strategic enough to build consensus over time, but commercially sharp enough to drive urgency and keep deals moving.
You will have access to SDR support, a world-class product, and a leadership team that is obsessively focused on making you successful. In return, we expect you to own your number, manage long-horizon pipeline with discipline, and bring the creativity and persistence that winning in enterprise AI requires.
This role reports directly to the Head of Sales.

Requirements

• 4 to 8 years of full-cycle B2B sales experience, with at least 3 years in enterprise SaaS or industrial technology
• Demonstrated ability to run complex, multi-stakeholder deals with average contract values of $100K or more and deal cycles of 6 months or longer
• Proven experience using pilots, proofs-of-concept, or land-and-expand motions as a primary commercial entry strategy
• Experience selling into manufacturing, supply chain, industrial operations, or adjacent verticals
• Proven track record of meeting or exceeding quota in an outbound-led, long-cycle sales environment
• Strength in executive-level communication, business case development, and ROI-driven selling
• Proficiency with Salesforce CRM and modern sales engagement tools

Nice To Haves

• Familiarity with manufacturing technology concepts such as OEE, MES, SCADA, IIoT, or machine connectivity
• Experience selling AI, analytics, or data infrastructure platforms
• Background working in or selling into discrete manufacturing environments (electronics, automotive, industrial equipment, or similar)
• Experience navigating channel-influenced or partner-assisted enterprise deals

Responsibilities

• Pipeline Generation
• Prospect into target accounts using outbound sequences, LinkedIn, industry events, and referrals
• Partner with SDRs (TBH) to build a healthy pipeline at 3x+ coverage of your quota
• Build and maintain a focused account list segmented by company size and complexity — large enterprise accounts require a longer, more consensus-driven motion, while mid-market accounts move faster and can be used to build pattern recognition and shorten ramp time
• Develop account-level entry strategies tailored to each segment, identifying the right initial use case, stakeholder, and timing to earn a pilot conversation
• Identify and engage economic buyers, technical champions, and operational stakeholders within target accounts
• Sales Execution
• Run structured, insight-led discovery to uncover operational pain and build a compelling, quantified business case for change
• Manage multi-threaded enterprise sales cycles that typically span 6-9 months, keeping deals progressing across long timelines with multiple internal and external stakeholders
• Work cross-functionally with Solutions Engineering and Customer Success to define clear pilot scope, success criteria, and executive-level readouts that convert pilots into full commercial agreements
• Develop and deliver compelling value propositions tailored to manufacturing operations use cases — including OEE improvement, downtime reduction, and quality analytics
• Build and maintain mutual action plans with champions to drive alignment and accountability at every stage of the cycle
• Navigate procurement, legal, security review, and executive approval processes with patience and precision
• Forecasting & Pipeline Hygiene
• Maintain accurate and up-to-date records in CRM at all times, with particular rigor around deal stage, next steps, and stakeholder mapping across long-cycle opportunities
• Provide weekly forecast updates with deal-level commentary, pilot status, and clear next steps
• Participate in deal reviews, win/loss analysis, and pipeline calibration sessions with the Head of Sales
• Cross-Functional Collaboration
• Partner with Solutions Engineering on demos, technical discovery, and proof-of-concept engagements
• Coordinate with Customer Success during handoff to ensure seamless onboarding and early value realization
• Provide market and competitive feedback to Product and Marketing
• Contribute to playbook development and peer coaching within the sales team

Benefits

• Innovate with Impact: Be part of a team developing transformative data products that optimize and revolutionize manufacturing operations globally. Your work will directly impact efficiency, sustainability, and growth for some of the world’s leading industrial companies.
• Collaborative Environment: Join a passionate, multidisciplinary team that values innovation, open communication, and teamwork. We foster a culture of continuous learning, mutual respect, and cross-functional collaboration, empowering everyone to contribute meaningfully.
• Growth & Development Opportunities: Advance your career through hands-on experience in product leadership, data-driven decision-making, and technical innovation. Arch supports professional development with pathways for skill enhancement, leadership growth, and increasing product vision expertise.
• Remote-First Flexibility: Embrace a remote-first work culture that provides flexibility and balance, supporting productivity and connection in a collaborative virtual environment.
• Equity & Ownership: Share in the company’s success through equity ownership, aligning your personal success with Arch’s mission and growth.
• For US-based employees, our benefits package includes comprehensive healthcare options for both employees and dependents, retirement contributions, and other supportive resources for wellbeing and development.
• International applicants who join through our trusted global partners will receive benefits specific to their region and will also be granted non-qualified stock options (NQSOs) from Arch Systems, enabling them to share in our company’s success.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed
• Number of Employees: 11-50 employees