SaaS Account Executive

About The Kendall Group

The Kendall Group is comprised of eight divisions with 75+ locations in ten states. Combined, we serve the Electrical, Automation, Pipe, Valve, and Fitting products, Steam, Lighting, Industrial Controls, and Instrumentation Industries. The Kendall Group is a 100% employee-owned company. Kendall offers a great opportunity for a rewarding career.

Why The Kendall Group?

Our employee ownership model is the core of who we are. You will not only own part of the company, but you will own your future. At Kendall, you'll have opportunities to learn and grow while being coached and mentored along the way. We're that company where people stay! We're proud to say more than 60% of our associates have more than 5 years of tenure, and more than 40% have greater than 10 years. At Kendall, you will be valued and supported, your ideas will be heard, your voice will matter, and you'll work alongside incredible people who care about your success.

Role Summary: Reporting to the Consulting Division Manager, we are seeking a results-driven and enthusiastic SaaS Account Executive to join our dynamic sales team. As a SaaS Account Executive, you will play a pivotal role in driving the growth of our SaaS products and solutions. Your primary responsibility will be to identify and cultivate new business opportunities, manage relationships with existing clients, and achieve or exceed sales targets. Your ability to understand the unique needs of clients in the manufacturing space, effectively communicate the value proposition of our SaaS offerings, and close deals will be critical to your success in this role.
Exciting work you will do:

The essential duties and responsibilities of the SaaS Account Executive position will consist of, but are not limited to, the following:

• New Business Development: Proactively identify and target potential clients through research, outreach, and networking; leverage industry knowledge to engage decision-makers and key stakeholders
• Consultative Selling: Understand the challenges and objectives of prospective clients and tailor product presentations to demonstrate how SaaS solutions meet their needs; clearly communicate value proposition, features, and benefits
• Sales Process Management: Lead the entire sales process from initial contact through negotiation, contract signing, and onboarding; manage pipeline and activities using CRM tools for accurate tracking and forecasting
• Relationship Management: Foster and maintain strong relationships with existing clients; act as a trusted advisor, respond to inquiries, provide support, and identify upselling or cross-selling opportunities
• Sales Targets: Consistently meet or exceed monthly, quarterly, and annual sales targets; develop and execute strategies to maximize revenue, net new orders, and net new logos
• Market Insights: Stay current on industry trends, competitive landscape, and customer feedback to provide actionable insights to product and marketing teams
• Collaboration: Collaborate with internal teams including marketing, customer success, and product development to support a cohesive and customer-centric approach

Competencies you possess:

• Service Excellence
• Results, Action Oriented
• Accountability and Responsibility
• Negotiating
• Time Management
• Problem Solving
• Teamwork and Collaboration
• Priority Setting

What you'll need:

• Work Experience: Minimum of 5 years of manufacturing sales experience in SaaS and technology sales such as Cybersecurity, Manufacturing Execution Systems, IIoT, or other advanced software application sales
• Education: Bachelor's degree or equivalent combination of skills and experience
• Analytics/Computer Skills: Strong understanding of SaaS products, services, and subscription models; proficiency with Microsoft Office and ability to learn new software
• Organization Skills: Highly organized and detail-oriented; ability to multitask and shift priorities; ability to work in a fast-paced, rapidly evolving, and sometimes ambiguous environment
• Cross-functional Skills: Ability to work effectively across functions and provide excellent internal and external customer service
• Communication Skills: Strong interpersonal communication, problem-solving, organizational, and written and verbal communication skills
• Physical, Mental and Visual Skills: Ability to see, talk, and hear; ability to sit for 8 hours per day; reasonable accommodations may be made to enable individuals with disabilities to perform essential functions
• Physical Environment: Normal office environment
• Travel: Willingness to travel for client meetings and industry events as needed, up to 50%, with minimal overnight stays
• Driver's License: Possess and maintain a valid driver's license

Qualifications we prefer but don't require:

• Work Experience: 10 or more years of SaaS or technology sales experience; 5 years of experience selling to or working within manufacturing environments; familiarity with methodologies such as MEDDIC or Challenger
• Technical Knowledge: Understanding of edge-to-cloud solutions for manufacturing and cybersecurity; familiarity with platforms such as Rockwell, AVEVA, RedZone, Tulip, Dassault, Parsec, Inductive, Vorne, and others

The Kendall Group is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, sex, gender, gender identity, sexual orientation, age, physical or mental disability, citizenship, military status, protected veteran status, genetic information, or any other characteristic protected under applicable federal, state, or local law.