Software Account Executive (Remote)

Location: Remote/This person can expect to travel up to 50% of the time to client facilities, tradeshows, and to our headquarters in Santa Barbara, CA. In this role, you will land and expand large, multi-site, multi-application enterprise software (SaaS + AI) deals, taking ATLAS from a first facility to an enterprise standard across cold storage, food & beverage, and / or other emerging heavy industry / processing verticals. A seasoned enterprise seller who has closed large, complex software deals with VP and C-suite buyers, leads a full deal team of Solutions Engineers, Industry Principals, and BDRs, and sells on quantified business value, not features. Own a named account list of 15–20 strategic enterprises across cold storage, food & beverage and / or other emerging heavy / process industrials with a clear plan to land, expand, and standardize each one. Sell across our four product groups, Software Defined Controls, Physical AI, Advanced Process Control, and Energy AI, building multi-application deals rather than single-product transactions. Grow accounts from initial sites to mutlit-site portfolio-wide rollouts through a multi-year account plan tied to customer capital cycles and corporate operations. Partner with the BDR team on targeted, account-based outreach into priority accounts, and turn it into a qualified pipeline. Lead with insight: bring a Challenger point of view on how software-defined automation and AI change plant performance, and reframe how customers think about controls, throughput, yield, energy, and risk - plant level selling as well and enterprise level selling Co-build quantified business cases with the customer (throughput, yield, energy cost, uptime, labor, safety, and emissions) and tie them to the metrics the COO and CFO own. Map the full buying committee (Operations, Engineering, Controls & Automation, Energy & Sustainability, Finance, Procurement, IT/OT, and the C-suite) and develop champions and executive sponsors at the corporate, regional, and site levels. Sell at the VP to C-suite level, and work across finance, procurement, legal, and IT/OT security to clear the path to signature. Lead credible executive conversations about industrial AI: how it works, how it is governed, where humans stay in the loop, and how it delivers measurable, safe outcomes on the plant floor. coordinate BDRs, Deal Desk, Legal, and Implementation. Potential to Co-sell with system integrators, OEMs, and other resellers where they help land, grow and / or accelerate a deal. Run complex 6–18 month sales cycles with a mutual action plan, rigorous qualification, and clear exit criteria at every stage. Structure and negotiate multi-million-dollar, multi-year software and services agreements, including enterprise frameworks, pilot-to-rollout terms, and CapEx/OpEx considerations. Pipeline, Forecast & Internal Alignment Keep HubSpot (CRM) clean, current, and complete (stages, next steps, stakeholders, close dates, and value) so the pipeline and forecast reflect reality. Build and maintain 3x+ pipeline coverage, forecast accurately, and call your number with confidence. Partner with Customer Success and Account Management after signature to drive adoption, value realization, and referenceability that fuel the next expansion and renewal. Feed market insight, objections, and competitive intel back to Marketing, Product, and leadership, and help build a repeatable enterprise playbook as we enter chemicals and petrochemicals. 10+ years of B2B sales experience, including 7+ years closing enterprise software into large, multi-site industrial or operationally complex organizations, with a consistent record of exceeding quota and closing seven-figure, multi-year deals. Proven land-and-expand results selling to VP and C-suite buyers (COO, CFO, CIO/CDO, VP Operations, VP Engineering): accounts you have grown from a first site to a multi-site or enterprise standard across multiple modules or product lines. ~ Mastery of team selling, grounded in The Challenger Sale, Value Selling, and Mastering the Complex Sale, with disciplined qualification (MEDDICC or similar) and a CRM and forecast others trust. ~ AI-fluent seller: you use AI tools every day to research accounts, map stakeholders, prep for executive meetings, draft business cases and follow-ups, and keep your CRM current. You can show us how AI makes you faster and sharper without replacing judgment or relationships. ~ Willingness to travel up to 50% and comfort visiting customer sites, including facilities that process livestock and meat products and operating chemical plants. A builder mindset: you have helped build or refine a sales motion or enterprise playbook at a growth-stage company and are comfortable with ambiguity. Experience selling for an industrial automation, controls, advanced process control, or industrial AI software company. Direct selling experience in cold storage, food & beverage and / or other emerging heavy or process industrials An established network among operations, engineering, controls, and energy leaders in these sectors. Familiarity with APC/MPC, DCS/PLC/SCADA, industrial energy management, or OT/IT integration. Experience with HubSpot (CRM) Deep account maps and account plans complete on 3–5 strategic accounts, with 2+ executive-level strategy meetings held with target accounts. HubSpot pipeline fully built and current. ~2+ qualified enterprise opportunities with quantified business cases and mutual action plans, including a multi-module or multi-site deal in late stage. 3+ strategic logos closed, each with 20+ facility potential. Existing accounts expanded by 5+ sites. $5M+ in new software and install bookings, with 3x pipeline coverage maintained. ~ Year 2+: Accounts scaled to 20+ facilities and multiple modules per enterprise. 1–3 net-new enterprise logos closed annually, and a proven expansion playbook others on the team can follow, including into chemicals and petrochemicals. The estimated base salary range for this role is $150,000, with an estimated total On-Target Earnings (OTE) of $300K OTE. OTE includes base salary plus estimated commission, bonus, and 401k contribution. In addition to OTE, full-time team members are eligible for equity options - giving you the opportunity to grow alongside the company and share in the long-term success we’re building together. Help modernize how heavy industry runs, cutting energy use and emissions while improving safety, uptime, and throughput. Category-Defining Technology: Sell Software Defined Controls, Physical AI, Advanced Process Control, and Energy AI on one platform, ATLAS, already running in facilities for leading food & beverage and cold storage operators. Shape our enterprise playbook and our expansion into chemicals and petrochemicals, with real opportunity to grow as we scale. Competitive salary with equity opportunities ~ Health, dental, vision insurance ~ Cell phone reimbursements and other perks We are an equal opportunity employer and we welcome applications from all backgrounds. We seek to build a diverse pool of applicants that will help to push our company forward. We seek and will consider all qualified candidates regardless of race, ancestry, color, gender identity or expression, sexual orientation, religion, national origin, citizenship, disability, Veteran status, marital status, or any other classification protected by law. #