Account Executive – Graphic Communications
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Job Description
Account Executive driving enterprise ERP/MIS/MES software sales for commercial print organizations. Managing complex sales cycles, strategic relationships, pipeline growth, and revenue targets across Canada.
Responsibilities:
- Own and execute the full enterprise sales cycle from prospecting and discovery through proposal development, ROI presentations, negotiation, and close
- Develop and manage a strong pipeline using Salesforce
- Provide accurate forecasts and clear visibility to leadership
- Achieve monthly, quarterly, and annual revenue targets
- Manage discount levels and operate within budget guidelines
- Expand market share and strengthen CAI’s presence within the commercial print sector
- Navigate complex enterprise sales cycles with Sales, Product Management, Professional Services, Finance, Legal, and Executive Leadership
- Position CAI solutions strategically to senior leadership teams within commercial print organizations
- Build strategic relationships through onsite visits, virtual meetings, webinars, and industry events
- Collaborate with other CAI sales teams on cross-selling initiatives
- Partner with Product, Engineering, and Marketing teams to align solutions with market demands
- Attend and participate in trade shows, open houses, and company-sponsored events
- Maintain knowledge of CAI products, competitive positioning, and industry trends
- Build, qualify, and maintain a robust self-sourced pipeline
- Forecast consistently using defined MEDDPICC framework sales stages
- Drive deal progression through clear next steps, mutual action plans, and executive alignment
- Navigate multi-stakeholder decision processes and remove blockers to close
- Act as a market ambassador for CAI in the commercial print space
Requirements:
- 5–10 years of enterprise software sales experience, preferably MIS/ERP/MES
- Minimum 5 years of field sales experience with a proven track record of quota achievement
- Demonstrated success selling to senior executives within commercial print organizations
- Strong understanding of commercial print operations and industry trends
- Experience managing complex, multi-stakeholder sales cycles
- Ability to travel within the assigned territory 50% of the time
- Proven ability to convert cold prospects into long-term, revenue-generating accounts
- Strong business acumen and ability to articulate software ROI to executive buyers
- Excellent presentation, negotiation, verbal, and written communication skills
- Highly self-motivated and able to operate independently
- Proven ability to collaborate cross-functionally to drive results
- Ability to manage and grow a territory at a strategic level
- Experience with MEDDPICC or MEDDICC sales methodology preferred
- Experience achieving President’s Club or similar top-performer recognition preferred
- Knowledge of CAI Software Graphic Communications products preferred
- Bachelor’s degree in Business Administration or related field preferred
Benefits:
- Full-time remote work
- Opportunity to work with a global software company serving 6,200+ customers worldwide
- Active investment in AI-driven performance tools
- Participation in trade shows, open houses, webinars, and company-sponsored events
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