Manufacturing Solutions Manager (Small and Mid-Sized Accounts) (United States)

Manufacturing Solutions Manager (Small and Mid-Sized Accounts)

1factory | Sales & Customer Success | Sales Team Based| Reports to Business Unit Leader

About 1factory

1factory is manufacturing and quality management software built for manufacturers and their supply chains. Our customers are mostly aerospace, defense, and medical device companies that use a wide range of our services: Manufacturing Quality (Product Quality), eQMS (Doc Control, Training Management), and Supply Chain visibility (Data Sharing and Collaboration). We have approx. 600+ customers in 30+ countries across 16+ industries.

The Role

• You will own inbound sales and customer success for small and mid-sized accounts from start to finish: the full sales cycle (first contact, discovery, demo scheduling…etc.) onboarding, and ongoing renewals.
• You support your direct manager, who leads your business unit on Mid-Market and Enterprise deals.
• You keep the day-to-day momentum going across your business unit so your team can stay laser focused on the largest opportunities in the pipeline and across the team's customer base (i.e., expansions and key renewals).
• As your business unit grows in customers, Annual Recurring Revenue (ARR), and the number of Small, Mid-Market, and Enterprise opportunities in the pipeline, you can grow into leading your own business unit and running Mid-Market and Enterprise.

Day to Day: Small Accounts and Mid-Market (as requested)

Pipeline, Selling, and Travel

• Inbound: work inbound leads diligently, understand their business needs, and screen for customer fit and requirements. Coordinate the demo (small opportunities from day 1, Mid-Market and Enterprise as requested in the future).
• Demos: schedule the demo around customer availability and run demos tailored to the customer's needs and processes.
• Trials and Proof of Value: set success criteria, run trial calls, keep touchpoints consistent and relevant, work through customer concerns, and obtain the purchase order.
• Trade shows and customer travel: support travel requirements as needed.

Running the Sales Cycle

• Sales cycle management: start to finish. Discover who needs to be involved and set up touchpoints as needed. Run continued trial meetings, vet and position the ROI and business proposition, handle competitive positioning, negotiate, and challenge the customer when needed.
• Quotes, POs, and order forms: build, send, manage, and make sure they are completed.
• Negotiations, vendor forms, and onboarding documentation: negotiate pricing and terms as needed, and handle NDAs, vendor forms, and customer onboarding documentation.
• Opportunity inactivity risk: spot stalled opportunities early and re-engage.

After the Close

• Project management and onboarding: get each customer live, with a clear plan and owner on both sides. Large accounts, key accounts, and pilots get extra attention.
• Continued support: be the customer's first call and pull in the right internal resources when needed.
• Expansions and renewals: find expansion and own renewals on your accounts.
• Customer churn risk: flag at-risk accounts early and act on it.
• Voice of customer: bring what you hear back to product and the leadership team through tickets and calls.
• Continued value creation: become the customer's advocate for continued adoption wherever possible.
• Billing and payment: manage PO and invoice escalations as needed.

Day to Day: Supporting the AE

On Mid-Market and Enterprise deals, you help your business unit and direct manager move faster.

• Support the initial trial kickoff call as needed (ballooning, plan creation, basic data collection, etc.).
• Support deeper technical calls as needed (gage uploads, CMM auto upload, etc.).
• Build quotes, order forms, vendor forms, and other sales-related documentation as requested.
• Keep major project plans and onboarding tasks on track during and after product adoption.
• Track continued support issues, expansion signals, and key renewal dates, as requested.
• Capture voice of Customer (i.e., value drivers, gating issues, adoption, churn risk).
• Help line up key case study videos, customer reviews, and testimonials as requested.
• Support related sales requests from your direct manager and leadership team as requested.

Ideal Candidate Requirements

Our business works because we are manufacturing experts who own the process from start to finish. We hire manufacturing experts, and individuals who can learn the manufacturing and quality world fast and live and breathe it.

Main Prerequisites

• Manufacturing experience. You have worked in or around a manufacturing floor, quality department, or supply chain, and you understand how parts get made, inspected, and interactions with suppliers work. If you are not an expert yet, you can show us how quickly you pick up a new process.
• Deep curiosity and a positive work ethic. You are customer focused and you dive in. You want to understand how the customer really works, advise them, and help them work through their constraints and requirements until they see clear ROI. You keep asking why, and you keep going until the problem is solved and the customer has fully adopted the product.
• Self-starter. You dive into the work, need very little oversight (outside of training), ask relevant questions, and want to elevate the team. You strive to be the best of the best, are a team player, and are an A player (if not – you must become one).
• Willing to travel as needed (trade shows and customer visits).

Strong Considerations

• Background in manufacturing, quality, engineering, operations, or supplier quality.
• Familiarity with ISO 9001, AS9100, ISO 13485, ITAR, and 21 CFR Part 11.
• Experience engaging and supporting technical, product-heavy solutions with multiple stakeholders.
• Able to “talk shop” with operators and techs, work with advocates and champions who advise you on their requirements and how to sell it internally, and align with the C-suite to confirm the goals of the business and demonstrate top-down product value.
• Direct communicator, comfortable with some tension in a deal.
• Deep willingness to grow into the role, support the business, and do what it takes to make it happen.

Consultative Approach and Technical Credibility

• Listens actively, asks probing questions, and helps customers identify and articulate their core operational challenges.
• Breaks complex manufacturing quality problems into simple, understandable pieces, and presents clear, actionable solutions with a practical path to implementation.
• Guides customers through solution evaluation and shows exactly how 1factory addresses their specific pain points.
• Engages manufacturing professionals as a peer and trusted advisor, with credibility built on real experience or fast, genuine learning of QMS software, manufacturing workflows, and industry compliance standards.
• Build trust and rapport with manufacturing professionals, with strong written and verbal communication. Experience running customer business reviews is a plus.

How We Measure Success

• Response time on organic inbound, and accuracy in understanding customer needs and requirements
• Small account pipeline management, closed won revenue, and trial conversion
• Time to go live and implementation goals met
• Renewal rate and expansion on your accounts
• Speed and accuracy meeting customer requirements via supporting with the deployment of 1factory
• How much more efficient the business unit has become with a team-based approach

How the Role Grows

• Now: Own small accounts and support your direct manager and business unit.
• Next: Take on some Mid-Market accounts with the guidance of your business unit leader.
• Future: Lead your own business unit, running Mid-Market and Enterprise deals.