Account Executive - Enterprise

divh2Account Executive - Enterprise/h2pCAI Software builds digital work execution platforms and software solutions that help manufacturing businesses operate with greater clarity and control. Our people bring structure to complexity by replacing fragmented, paper-based processes with connected digital workflows that improve visibility, compliance, and decision-making in real industrial environments. With 45+ years of experience and a presence across 10+ countries, CAI combines deep industry understanding with practical technology. Our teams work across 15 core industries and support 5,000+ customers, guided by sound judgment, long-term thinking, and outcomes that endure./ppCAI Software is seeking a driven and results-oriented Account Executive to lead new business development and revenue growth within the manufacturing industry. This role is responsible for managing the full enterprise sales cycle, developing strategic customer relationships, and positioning our software and services as mission-critical solutions for print organizations./ppThe ideal candidate brings deep experience selling enterprise MIS/ERP/MES solutions, thrives in complex sales environments, and is energized by building long-term customer partnerships./ppstrongWhat Youll Do/strong/ppstrongDrive Revenue Territory Growth/strong/pulliOwn and execute the full sales cycle, from prospecting and discovery through proposal development, ROI presentations, negotiation, and close./liliDevelop and manage a strong pipeline using Salesforce, providing accurate forecasts and clear visibility to leadership./liliAchieve monthly, quarterly, and annual revenue targets while managing discount levels and operating within budget guidelines./liliExpand market share and strengthen CAIs presence within the commercial print sector./li/ulpstrongLead Complex Sales Engagements/strong/pulliNavigate complex enterprise sales cycles involving internal cross-functional teams including Sales, Product Management, Professional Services, Finance, Legal, and Executive Leadership./liliPosition CAI solutions strategically to senior leadership teams within commercial print organizations./li/ulpstrongBuild Strategic Relationships/strong/pulliEngage regularly with prospects and customers through onsite visits, virtual meetings, webinars, and industry events./liliCollaborate with other CAI sales teams to drive cross-selling initiatives./liliPartner with Product, Engineering, and Marketing teams to align solutions with market demands./li/ulpstrongRepresent the Brand/strong/pulliAttend and actively participate in trade shows, open houses, and company-sponsored events./liliMaintain deep knowledge of CAI products, competitive positioning, and industry trends./liliAct as a market ambassador, positioning CAI as a leader in the commercial print space./li/ulpstrongPipeline Management Forecasting/strong/pulliBuild, qualify, and maintain a robust, self-sourced pipeline aligned to enterprise growth targets/liliForecast accurately and consistently, managing opportunities through defined MEDDPICC framework sales stages with disciplined deal inspection/liliDrive deal progression by establishing clear next steps, mutual action plans, and executive alignment/liliConfidently navigate complex, multi-stakeholder decision processes and remove blockers to close/li/ulpstrongWhat Were Looking For/strong/ppstrongExperience Expertise/strong/pulli510 years of enterprise software sales experience (MIS/ERP/MES preferred)./liliMinimum 5 years of field sales experience with a proven track record of quota achievement./liliDemonstrated success selling to senior executives./liliStrong understanding of the manufacturing industry and trends./liliExperience managing complex, multi-stakeholder sales cycles./li/ulpstrongSkills Capabilities/strong/pulliProven ability to convert cold prospects into long-term, revenue-generating accounts./liliStrong business acumen and ability to articulate software ROI to executive buyers./liliExcellent presentation, negotiation, verbal, and written communication skills./liliHighly self-motivated and able to operate independently./liliProven ability to collaborate cross-functionally to drive results./liliAbility to manage and grow a territory at a strategic level./li/ulpstrongPreferred Qualifications/strong/pulliBachelors degree in Business Administration or related field./liliExperience with MEDDPICC or MEDDICC sales methodology/liliExperience achieving Presidents Club or similar top-performer recognition./liliKnowledge of CAI Software Graphic Communications products./li/ulpstrongEqual Employment Opportunity/strong/ppCAI Software is an Equal Opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All qualified applicants will receive consideration for employment without regard to race, color, national origin, age, sex (including pregnancy, sexual orientation, and gender identity or expression), religion, disability, genetic information, marital status, veteran status, or any other basis protected by local, state or federal law./ppstrongDisability Accommodation/strong/ppCAI Software endeavors to make reasonable accommodations for applicants with disabilities and disabled veterans pursuant to applicable federal and state law. If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process or are limited in the ability or unable to access or use the online application process and need an alternative method for applying, please contact us at View email address on click.appcast.io or send an e-mail with your specific accommodation request./ppstrongWork Authorization/strong/ppApplicants must be authorized to work in the United States. CAI Software does not unlawfully discriminate on the basis of citizenship or immigration status in accordance with the Immigration Reform and Control Act of 1986 (IRCA)./ppstrongPay Transparency Nondiscrimination/strong/ppCAI Software will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractors legal duty to furnish information. 41 CFR 60-1.35(c)./p/div