Enterprise Account Executive

Enterprise Account Executive

Instrumental builds the manufacturing acceleration platform behind the world's most complex electronics. We capture digital exhaust and engineering context from assembly lines—images, test logs, BOM data, performance, repair cycles—and our AI engines identify insights that are difficult or impossible for human engineers to find. We accelerate the companies building the AI era by improving manufacturing yield, throughput, and ramp. NVIDIA, Meta, L3Harris, and their manufacturing partners rely on Instrumental to accelerate new product introduction and production. The ideal person for this role loves hardware engineering and electronics manufacturing. Helping our customers improve efficiency, reduce waste, and improve their bottom line is exciting for you.

We're looking for an Enterprise Account Executive who owns their business: you work hard and work smart. You take ownership of your pipeline by doing your own prospecting, asking great questions, listening, and delivering ROI cases to executives. You'll be selling a cloud AI product (saas) that works: it demos well and provides significant value in the right use cases. We are still operating in a blue ocean without a clear categorization of our solution nor competition, and are solving real-world problems that no other solutions in the market today can address. You can confidently sell knowing that once the deal is closed, your customer will realize value within the first 90 days.

We're looking for someone who:

• Has 8+ years of quota-carrying B2B sales experience, with at least 2+ years selling engineering or manufacturing software into enterprise accounts.
• Has a proven track record of consistently exceeding $1M+ annual quota.
• Has experience navigating complex sales cycles with multiple stakeholders and procurement.
• Is familiar with MEDDPIC, Jolt, or similar enterprise sales methodologies.
• Loves the building stage of startups and brings experience finding new paths to success: rolling up their sleeves, and hitting the phone – all with startup urgency. You are a heat-seeking missile for customer needs and derive great satisfaction from the journey of solving customer problems with technology.
• Is an adaptable and resourceful hunter. If something doesn't exist, you'll build it. If a customer has an objection, you'll figure out how to deliver the right business case. If you don't have enough in your pipeline, you'll fill it.
• Prefers to get in front of customers face-to-face and is willing to travel to do so.
• Has experience selling or working with manufacturing data, digital transformation, analytics, and/or verticalized AI to technical buyers. Prior specialized experience in selling manufacturing software, or into the high-tech electronics, industrial electronics, automotive Tier 2/3s, or aerospace & defense space.

What you'll be doing:

• Navigate complex buying processes, engaging with stakeholders from technical teams up to the C-suite of enterprise accounts building the most innovative and ones of the complex electronics on earth.
• Building your own book of business: This means you believe that only you are accountable for your own pipeline generation. We will help set you up for success with tools, marketing, and support - this role is focused on working with net new customers, not existing ones.
• Developing and managing a robust pipeline of enterprise opportunities across target accounts
• Lead discovery to deeply understand customer challenges and align solutions to their business objectives.
• Selling as a team: While you own and operate the sales cycle with new customers, Marketing, Solutions Architects, Customer Success, TPMs and Product Managers all work together to deliver value to our customers.
• Finding new paths: We are a growing organization delivering new technology into an industry that is undergoing constant change.
• Contracts, infosec & finance: Closing deals requires partnering with your customers' finance, legal, and IT teams.

We're a growing team that works collaboratively, supports each other, and is energized by having impact. We value passion and the ability to learn – you're encouraged to apply even if your experience doesn't match the job description precisely! The following is a representative annual OTE per year within the Bay Area: $334k - $396k. In addition, job level and salary opportunities are evaluated through our interview process – we review the experience, knowledge, skills, and abilities of each applicant. Instrumental is proud to offer a highly-rated variety of benefits, including health, vision, dental, commuter plans, and parental leave. At Instrumental, protecting company and customer information is a shared responsibility. All employees are expected to comply with company security and privacy policies and promptly report suspected security incidents or policy violations.