Account Executive, SMB
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Job Description
Account Executive supporting SMB growth in Process Manufacturing at CAI Software. Engaging with clients to drive sales and expand customer accounts across the EMEA region.
Responsibilities:
- Own and consistently meet or exceed an assigned SMB revenue quota for the EMEA territory
- Execute a territory strategy focused on net-new logo acquisition and land-and-expand growth within strategic SMB accounts
- Operate as a true hunter, generating a significant portion of pipeline through outbound prospecting, executive outreach, and targeted account-based strategies
- Lead and manage complex, multi-threaded SMB sales cycles, navigating procurement, legal, security, and executive decision-makers
- Create urgency and momentum by tying solutions to measurable business outcomes
- Build, qualify, and maintain a robust, self-sourced pipeline aligned to SMB growth targets
- Forecast accurately and consistently, managing opportunities through defined sales stages
- Lead land-and-expand strategies within SMB accounts
- Work cross-functionally with Marketing, Product, Services, and Customer Success to drive coordinated SMB account strategies
- Engage and influence stakeholders across operations, manufacturing, IT, quality, procurement, and executive leadership
Requirements:
- 5+ years of B2B sales experience, preferably SMB
- Proven ability to close complex, consultative deals
- Strong outbound prospecting and pipeline generation skills
- Experience managing inbound leads alongside outbound efforts
- Self-starter with strong ownership, accountability, and drive
- Comfortable engaging multiple stakeholders across an organization
- Ability and willingness to travel to customer sites as needed
- Experience selling into process manufacturing environments
- Background in manufacturing, food & beverage, industrial, or operational software
- Familiarity with operational, plant-floor, or compliance-driven use cases
Benefits:
- Competitive compensation with strong upside for performance
- Clear career growth path within a scaling sales organization
- Collaborative, execution-focused culture
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