Account Executive

MachineMetrics; Boston (MA); Hybrid; USD 100,000 - 125,000; Full time

Benefits offered by this job

Equity

Health/dental/vision

401(k)

PTO

Job summary

MachineMetrics is seeking an Account Executive to own the full sales cycle for new logos and expansion in manufacturing. You will run discovery with plant managers, operations leaders, IT and executives, build ROI-based business cases and structure multi-site deals.

You will collaborate with Sales Delivery Managers, Solutions Engineering, Marketing and partners. Travel to customer plants and industry events is expected along with closing six-figure deals.

Qualifications

• 4+ years of quota-carrying B2B SaaS sales in manufacturing or related spaces.
• Experience selling to plant managers, operations leaders and executives.
• Ability to build ROI-based business cases and multi-site deals.
• Experience with MES, IIoT, ERP or industrial automation is a plus.
• Comfort explaining technical concepts to operators and IT.
• Familiarity with MEDDICC or similar structured sales frameworks.

Responsibilities

• Prospect, qualify and close new manufacturing customers against a quota.
• Grow existing accounts from sites to enterprise deployments.
• Run discovery on production processes, data gaps and downtime costs.
• Build ROI-based business cases and proposals.
• Negotiate pricing, contracts and terms with procurement and legal.
• Manage a pipeline with forecasting in HubSpot.
• Co-sell with partners and hand off deals to delivery with clear scope.

Skills

Quota-carrying B2B SaaS sales

Manufacturing/industrial sales

Closing six-figure deals

Explain technical concepts

MEDDICC / Command of the Message

HubSpot / Gong / ZoomInfo

Use AI tools in sales workflow

Tools

HubSpot

Gong

ZoomInfo

Job description

Account Executive, Manufacturing Software

MachineMetrics | [Remote, US / Northampton, MA / Hybrid]

About MachineMetrics

Manufacturing is changing faster than it has in decades. Plants that run on whiteboards, spreadsheets and disconnected systems are being replaced by factories that make decisions in real time from live production data. MachineMetrics is building the operating system for that factory.

Our platform, MaximaOS, connects machines, people and business systems so manufacturers can see what is happening on the shop floor, act on it, and build the software their operations need. We work with manufacturers around the world, from independent job shops to global enterprises, and we are helping define what modern manufacturing software looks like in the age of AI.

The Role

As an Account Executive you own the full sales cycle for new logos and expansion in your accounts. You will run discovery with plant managers, operations leaders, IT and executives. You will build the business case, structure multi-site deals and close. Many of our deals start at one plant and grow into enterprise agreements across several sites, so you need to be comfortable selling to a single facility and to a corporate buying committee at the same time.

You will work alongside Sales Delivery Managers, Solutions Engineering, Marketing and our partner network.

What You'll Do

• Prospect, qualify and close new manufacturing customers against an annual bookings quota
• Grow existing accounts from initial sites into enterprise-wide deployments
• Run structured discovery on production processes, data gaps and the cost of downtime, scrap and manual tracking
• Build ROI-based business cases using call insights and customer data
• Structure multi-year and phased rollout proposals, and negotiate pricing, contracts and terms with procurement and legal
• Manage a pipeline of 3 to 5 times your quota in HubSpot with accurate forecasting
• Co-sell with technology and channel partners
• Hand off closed deals to our delivery team with clear scope and success criteria
• Travel to customer plants and industry events

What We're Looking For

• [4+] years of quota-carrying B2B SaaS sales experience with a record of hitting or exceeding target
• Experience selling to manufacturing, industrial or operations buyers. Background with MES, IIoT, ERP or industrial automation is a strong plus
• Experience closing six-figure deals with long cycles and multiple stakeholders
• Comfort explaining technical concepts such as machine connectivity, system integration and data security to both operators and IT
• A structured sales methodology (MEDDICC, Command of the Message or similar)
• Working knowledge of HubSpot, Gong and ZoomInfo, or equivalent tools
• Willingness to use AI tools in your daily workflow. Our revenue team uses them for account research, call prep, business cases and proposals

Nice to Have

• Experience selling into aerospace, defense or regulated industries
• Experience working with ERP channel partners or cloud marketplaces
• Hands-on time on a shop floor or in manufacturing operations

Compensation and Benefits

• Base salary: $100,000 to $125,000, depending on experience
• On-target earnings: $200,000 to $275,000, uncapped commission
• [Equity, health/dental/vision, 401(k), PTO, etc.]

MachineMetrics is an equal opportunity employer. We welcome applicants of all backgrounds and do not discriminate on the basis of any protected characteristic.