Strategic Account Executive

CAI World-Wide•Pittsburgh, PA

1d•Remote

About The Position

CAI is a leading provider of digital work execution platforms designed to enhance operational efficiency and drive productivity in industrial environments. CAI’s platform leverages advanced technology to convert complex, paper-based procedures into streamlined, digital workflows. By enabling real-time data collection and integration, CAI facilitates greater visibility into work processes, allowing organizations to make informed decisions, optimize performance, and ensure compliance. In addition to robust workflow management capabilities, CAI emphasizes data-driven insights to foster continuous improvement. CAI's solutions are tailored to address the unique challenges of industries such as manufacturing, energy, and pharmaceuticals, helping organizations achieve higher operational standards and reduce costs. With a commitment to innovation and user-centric design, CAI empowers businesses to transition from traditional practices to a modern, digital approach, driving growth and enhancing efficiency. As a Strategic Account Executive for ShopVue MES , your mission is to drive customer success through strategic, consultative selling. You will position CAI as a trusted partner, helping manufacturers transition from traditional practices to modern, digital operations.

Requirements

Experience: 5–10 years of full-cycle B2B SaaS sales experience, with a proven track record of meeting or exceeding quotas.
Market Expertise: Experience closing mid-market to enterprise-level deals, ideally within Aerospace or other complex, highly regulated manufacturing sectors.
The "Hunter" Mentality: Comfortable with a sales motion that requires heavy prospecting and a high degree of self-sourced pipeline generation.
Technical Fluency: Proficient with GenAI tools (e.g., ChatGPT) and modern sales tech stacks to gain a competitive advantage in sourcing and closing business.
Strategic Acumen: Skilled in active listening, strategic questioning, and objection handling.
Travel: Ability to travel as needed (typically <20%).
Education: Bachelor’s Degree preferred.
Complex Multithreading: Ability to manage 7–10 active deals simultaneously while maintaining personalized outreach for a large prospecting pool.
Sales Rigor: Disciplined adherence to sales processes (MEDDPICC) and a high level of business acumen.
Grit & Self-Motivation: A creative problem-solver who goes above and beyond to navigate internal and external roadblocks.
Presence: Strong executive presence with the confidence to lead high-stakes presentations and demos.

Responsibilities

Full-Cycle Sales: Lead the end-to-end SaaS sales process, from initial discovery and qualification to negotiation and closing.
Pipeline Generation: Self-source ~50% of your total pipeline to drive $1M+ in annual sales (approximately 12–15 closed deals per year).
Strategic Engagement: Build relationships with VP-level decision-makers across Operations, Quality, Finance, and Engineering.
Methodology Rigor: Execute against the MEDDPICC qualification framework and utilize Mutual Action Plans to ensure deal velocity.
Product Focus: Lead with ShopVue MES as the primary solution, utilizing the broader CAI toolkit for opportunistic secondary motions.

Benefits

Competitive base salary and a rewarding commission structure.
Comprehensive benefits package including Health, Life, and Disability insurance.
401(k) plan and opportunities for continuing education.
A remote-first work culture built on innovation and user-centric design.

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