Senior Account Executive, Great Lakes Region

Job Description

Job Description

In today's dynamic worksites, seamless collaboration between people and machines is essential. FORT's platform ensures safe, secure, and dynamic control that surpasses legacy systems and next-generation AI capabilities.

While autonomous machines offer significant advantages, they also introduce new safety challenges. FORT addresses these concerns by providing solutions such as the Wireless E-Stop, which allows operators to instantly stop any machine from a safe distance, enhancing safety during emergencies.

Additionally, FORT's Safe Remote Control enables operators to manage heavy machinery remotely, reducing the risk of accidents and improving visibility.

By ensuring communications integrity across any network, FORT empowers customers to protect their most valuable assets—people, data, and machines—ensuring they remain safe and secure.

FORT Robotics is hiring a Sr. Account Executive to focus on the Great Lakes region of the USA to lead sales efforts. You will own this respective region to drive growth across both existing and new strategic customers. As members of the Sales organization, you will play a pivotal role in shaping FORT's go-to-market strategy for their regions. They will be responsible not only for expanding current business but also for identifying and closing new opportunities, with a path to grow into enterprise-level sales roles as FORT scales.

Prefered experience:  

• Enterprise sales motion
• Solution sales motion
• Electrical background and understanding
• Software Sales experience
• Hardware Sales experience
• OEM Sales experience
• Safety sales experience

Key Responsibilities

• Territory Ownership: Lead all sales activities within your assigned region — Southeast or Central U.S. — balancing new business development and the expansion of existing accounts.
• Account Growth: Manage and grow key strategic accounts, driving deeper adoption of FORT's safety, connectivity, and control solutions.
• Sales Strategy: Develop and execute regional sales strategies to achieve annual bookings and revenue targets.
• Market Collaboration: Partner with marketing to tailor regional campaigns and generate qualified leads within the robotics and automation ecosystem.
• Pipeline Development: Identify, qualify, and close new business with high-potential OEMs, system integrators, and enterprise customers.
• Customer Engagement: Conduct regular account reviews to assess satisfaction, identify growth opportunities, and strengthen relationships.
• Reporting & Forecasting: Provide monthly updates on regional pipeline, performance metrics, and strategic progress.
• Industry Representation: Represent FORT Robotics at key regional and national trade shows and industry events.
• Travel Requirements: Approximately 30–40% travel within your assigned region, with periodic trips to FORT's Philadelphia HQ for team alignment and training.

Qualifications

• 7+ years of experience in account management, business development, or enterprise sales within industrial automation, IoT, robotics, or safety-critical technology sectors.
• Proven success managing large territories and key accounts — including both customer acquisition and growth.
• Strong experience selling integrated hardware/software solutions and communicating complex technical value propositions.
• Demonstrated ability to build and grow enterprise-level relationships and navigate multi-stakeholder sales cycles.
• Consistent record of exceeding quota in complex, technical sales environments.
• Skilled in regional territory planning, pipeline development, and strategic account management.
• Exceptional communication and negotiation skills, with comfort engaging senior executives and technical buyers alike.
• Proficiency with CRM systems, Excel, and sales analytics tools.
• Residency in the Southeast U.S. (for the Southeast role) or Central U.S. (for the Central role); proximity to major transportation hubs preferred.
• Entrepreneurial, self-directed, and comfortable working independently while collaborating with cross-functional leadership.

Compensation

This position offers a competitive base salary plus commission, structured on a 50/50 split of base and variable pay. On-target earnings are aligned with FORT's compensation model, with meaningful upside for overperformance.