Sr. Account Executive

Job Overview

This role involves landing and expanding large, multi-site, multi-application enterprise software (SaaS + AI) deals, taking ATLAS from a first facility to an enterprise standard across cold storage, food & beverage, and other emerging heavy industry/processing verticals.

Responsibilities

• Enterprise Land & Expand: Own a named account list of 15–20 strategic enterprises across cold storage, food & beverage, and other emerging heavy/process industrials.

• Sell across four product groups: Software Defined Controls, Physical AI, Advanced Process Control, and Energy AI.

• Partner with the BDR team on targeted, account-based outreach into priority accounts.

• Value Selling & Executive Engagement: Lead with insight and co-build quantified business cases with the customer.

• Map the full buying committee and develop champions and executive sponsors.

• Lead credible executive conversations about industrial AI.

• Team Selling & Deal Leadership: Quarterback the deal team and run complex 6–18 month sales cycles.

• Structure and negotiate multi-million-dollar, multi-year software and services agreements.

• Pipeline, Forecast & Internal Alignment: Keep HubSpot (CRM) clean and current, build and maintain 3x+ pipeline coverage.

Requirements

• 10+ years of B2B sales experience, including 7+ years closing enterprise software into large, multi-site organizations.
• Proven land-and-expand results selling to VP and C-suite buyers.
• Mastery of team selling and disciplined qualification.
• Technical fluency with controls, automation, and process optimization.
• AI-fluent seller with willingness to travel up to 50%.

Nice to Have

• Experience selling for an industrial automation or AI software company.
• Familiarity with APC/MPC, DCS/PLC/SCADA, industrial energy management, or OT/IT integration.
• An engineering or technical degree, or equivalent practical experience.

Compensation

The estimated base salary range for this role is $150,000, with an estimated total On-Target Earnings (OTE) of $300K OTE. OTE includes base salary plus estimated commission, bonus, and 401k contribution. Full-time team members are eligible for equity options.

Benefits & Perks

• Competitive salary with equity opportunities
• Health, dental, vision insurance
• Wellness allowances
• 401(k) plan and parental leave
• Untracked PTO and sick days
• Cell phone reimbursements and other perks