Mid-Market Expansion Account Executive

Mid-Market Expansion Account Executive

PTC is seeking a highly motivated, growth-oriented Mid-Market Expansion Account Executive to drive Arena PLM and QMS adoption within PTC's existing Onshape customer base across the Electronics & High Tech (EHT) market in North America.

This role is focused primarily on identifying, developing, and closing expansion opportunities within established Onshape accounts. The successful candidate will help customers extend their product development strategy beyond CAD by connecting engineering, quality, operations, and product lifecycle processes through Arena PLM and QMS.

The Account Executive will serve as a trusted advisor to engineering and business leaders, helping customers build a modern, cloud-native product development environment powered by Arena and Onshape.

While the primary focus is cross-selling Arena into existing Onshape accounts, the role will also pursue select greenfield opportunities where customers may adopt both Onshape and Arena as part of a broader digital transformation initiative.

Key Responsibilities

• Develop and execute account expansion strategies across an assigned portfolio of Onshape customers.
• Identify opportunities to extend customer value through Arena PLM and Arena QMS.
• Build relationships with engineering, operations, manufacturing, quality, supply chain, and executive stakeholders beyond the traditional CAD buying center.
• Uncover business initiatives related to product development, engineering change management, quality, compliance, new product introduction, and operational scalability.
• Position Arena as a natural extension of the customer's cloud product development strategy.

• Position the combined value of Onshape and Arena as a modern cloud platform for product development.
• Help customers connect design, product lifecycle, quality, and change management processes through an integrated digital thread.
• Develop compelling business cases and ROI models that align platform investments to measurable business outcomes.
• Identify opportunities to replace legacy PLM, PDM, document management, and quality systems.

• Lead opportunities from discovery through negotiation, close, and transition to customer success and services teams.
• Develop account plans focused on increasing platform adoption and customer value realization.
• Maintain accurate opportunity management, forecasting, and pipeline visibility within Salesforce.
• Consistently achieve and exceed quarterly and annual revenue objectives.
• Effectively leverage executive sponsorship, technical resources, and specialized teams to accelerate deal progression.

• Partner closely with Onshape Account Executives, Customer Success Managers, Business Development Representatives, Solution Consultants, Services Specialists, and Marketing teams.
• Execute coordinated account planning strategies across shared accounts.
• Align customer engagement plans to maximize expansion opportunities and customer outcomes.
• Collaborate with leadership on strategic opportunities requiring executive engagement.

Target Customer Profile

The Mid-Market Electronics & High-Tech segment includes organizations generally ranging from 50 to 200 employees that design, manufacture, or support innovative technology products, including:

• Electronics manufacturers
• Semiconductor and semiconductor equipment companies
• Robotics and automation providers
• Industrial technology companies
• Communications and networking equipment manufacturers
• Consumer electronics innovators
• Hardware-enabled SaaS and IoT companies
• Emerging technology and advanced manufacturing firms

Success Metrics

• Arena expansion revenue within assigned Onshape accounts.
• Cross-sell attainment and multi-product adoption.
• Growth of Arena PLM and QMS footprint across existing customers.
• Executive relationship development.
• Pipeline generation and opportunity creation.
• Forecast accuracy and sales execution.
• Collaboration and effectiveness within a team-selling environment.
• Customer retention and long-term account growth.

Required Qualifications

• 5+ years of successful B2B SaaS sales experience.
• Consistent track record of achieving or exceeding quota.
• Experience selling to engineering, product development, manufacturing, operations, or quality organizations.
• Demonstrated success managing complex sales cycles involving multiple stakeholders.
• Strong executive communication and presentation skills.
• Ability to engage both technical and business decision makers.
• Experience utilizing Salesforce or equivalent CRM platforms for opportunity management and forecasting.
• Self-starter with exceptional territory and account management skills.

Preferred Qualifications

• Experience expanding existing customer relationships through cross-sell and upsell motions.
• Experience selling PLM, CAD, PDM, QMS, ERP, MES, engineering collaboration, manufacturing, or product development solutions.
• Understanding of product development processes including:
• New Product Introduction (NPI)
• Engineering Change Management
• BOM Management
• Product Lifecycle Management
• Quality Management
• Compliance and Traceability
• Familiarity with solutions such as:
• Arena
• Onshape
• Windchill
• Agile PLM
• Teamcenter
• Enovia
• Autodesk
• SOLIDWORKS
• Other engineering software platforms
• Experience working within a collaborative, team-selling environment.

Who Will Thrive In This Role

The ideal candidate enjoys uncovering growth opportunities within existing customer relationships and helping customers expand their adoption of cloud technologies across the product development lifecycle.

They are comfortable engaging engineering leaders, product development executives, quality organizations, manufacturing teams, and senior business stakeholders. They thrive in collaborative environments where success depends on partnership, strategic account planning, and delivering measurable customer outcomes.

Successful candidates are naturally curious about how products are designed, developed, manufactured, and supported. They can translate complex business and technical challenges into transformation strategies that deliver long-term customer value.

Why Join PTC?

• Help define the future of cloud-native product development.
• Sell two of the industry's most innovative product development platforms: Arena and Onshape.
• Work with some of the fastest-growing technology companies in North America.
• Become part of a market-leading organization investing heavily in the convergence of CAD, PLM, collaboration, and quality.
• Play a key role in building the next generation of product development platforms for modern manufacturers.

PTC carefully considers a wide range of factors when determining compensation. The total annual compensation for this position is between $170,000 - $220,000. The total annual compensation range encompasses both the base salary and the on-target earnings that may be attained in this role. The annual compensation range reflects a good-faith estimate of compensation at the time of posting.

Actual compensation may vary based on a candidate's skills, qualifications, experience, and location. Eligible employees also have the opportunity to become a PTC shareholder through our employee share purchase program (ESPP) which allows for the purchase of discounted PTC stock. Certain roles may also be eligible for participation in our equity programs. Employees may be eligible for medical, dental and vision insurance, paid time off and sick leave, tuition reimbursement, 401(k) contributions and employer match, flexible spending accounts, life insurance, disability coverage and if you are an office-assigned employee, a generous commuter subsidy. All total rewards and benefits programs are subject to plan eligibility and other terms and conditions.

For more information about PTC's comprehensive benefits, please visit our Careers Page.

This position is not eligible for employment-based immigration sponsorship. Applicants must be authorized to work in the United States without requiring current or future sponsorship from PTC. At PTC, we believe in the power of diverse ideas and perspectives. As a global company that values and respects all identities, cultures, and perspectives, we strive to create an inclusive PTC for ALL through an environment where everyone feels like they belong and are empowered to bring their true, authentic selves to work. Proud to be an Equal Opportunity Employer, we welcome applicants from all backgrounds and hire without regard