Account Executive

FMC Talent; United States; Vor Ort; USD 140.000 - 210.000; Vollzeit

Zusammenfassung

FMC Talent is seeking an experienced Enterprise SaaS salesperson to own complex opportunities across asset-intensive industries in the United States. You will lead from prospecting to close, shaping value-based business cases and coordinating with Sales Engineering, Customer Success, and Marketing.

The role rewards top performers with accelerators and significant commission potential, requiring consultative selling, strong CRM discipline, and the ability to manage long, multi-stakeholder sales

Qualifikationen

• Experience selling enterprise SaaS or complex software to asset-intensive industries.
• Proven ability to build and close multi-stakeholder opportunities.
• Track record of new-business development and quota attainment.
• Strong CRM discipline and accurate pipeline forecasting.
• Ability to craft value-based business cases and negotiate high-value agreements.
• Comfort co-ordinating cross-functional teams (Sales Eng, CS, Marketing).
• Consultative, customer-centric selling mindset with internal advocacy.

Aufgaben

• Own complex enterprise software opportunities from initial engagement through to contract close.
• Build and maintain a strong pipeline of new-logo opportunities across asset-intensive industries.
• Develop prospecting strategies and maintain a rolling pipeline of ~3x target.
• Lead consultative discovery to understand operational and asset-management challenges.
• Build value-led business cases around measurable operational and commercial outcomes.
• Coordinate cross-functional sales teams to align resources per opportunity.
• Negotiate software and professional services agreements with senior stakeholders.
• Maintain CRM discipline, accurate opportunity management, and reliable forecasting.

Kenntnisse

Enterprise software sales

New business development

Account management

CRM discipline

Negotiation

Stakeholder management

Consultative selling

Jobbeschreibung

This is an opportunity to sell enterprise technology into some of the most complex and demanding industrial environments in the US.

AI is increasingly changing how asset-intensive organisations approach maintenance, operations, turnarounds and asset data. The business is investing heavily in this area as part of an ambitious growth strategy, creating a strong commercial opportunity for salespeople who want to be part of that transition.

The commission structure is designed to reward significant overperformance, with strong accelerators and additional milestone payments. Top-performing salespeople have the ability to earn commission substantially above their base salary.

You will also join a founder-led organisation that has retained a high degree of autonomy and accountability despite reaching significant scale. Performance is recognised, progression is based on merit and successful people have the opportunity to take on greater responsibility as the company continues to grow.

The culture is collaborative but commercially demanding, with a strong emphasis on knowledge sharing, customer advocacy and getting things done.

About the company

Our client is an established global industrial software business providing enterprise asset management technology to organisations operating complex, asset-intensive environments.

Its software supports the management of equipment, maintenance and operational processes across the asset lifecycle, helping customers improve efficiency, reduce operational risk and make better use of critical asset information.

Despite reaching significant global scale, the business remains founder-led and has retained the pace, accountability and entrepreneurial culture that supported its earlier growth. Teams are trusted to take ownership, move quickly and deliver measurable results.

Career progression is based on contribution and performance rather than tenure, creating an environment that suits commercially ambitious people who want their impact to be visible.

The business is now investing heavily in its next stage of growth, including the application of AI across maintenance, operations, turnarounds and asset data management.

The opportunity

This is an enterprise sales position focused on developing new business across the US within asset-intensive industries.

You will own complex software opportunities from initial prospecting through qualification, value development, negotiation and close, acting as the commercial lead across a wider cross-functional sales team.

The role requires more than simply presenting software functionality. You will work consultatively with customers to understand operational challenges, build a clear business case and demonstrate how enterprise technology can deliver measurable improvements across complex sites and facilities.

You will have significant ownership of your territory, pipeline and commercial strategy, alongside access to specialist support across Technology, Customer Success and Marketing.

Key responsibilities

• Own complex enterprise software opportunities from initial engagement through to contract close.
• Build and maintain a strong pipeline of new-logo opportunities across asset-intensive industries.
• Develop prospecting strategies and maintain a rolling pipeline of approximately 3x target.
• Lead consultative discovery to understand operational, maintenance, and asset management challenges.
• Build value-led business cases around measurable operational and commercial outcomes.
• Coordinate cross-functional sales teams, ensuring the right technical and commercial resources are aligned to each opportunity.
• Negotiate software and Professional Services agreements with senior customer stakeholders.
• Build relationships with executive, operational and technical decision-makers.
• Work with Marketing to develop territory-specific prospecting and pipeline-generation activity.
• Collaborate with Customer Success and Technology teams to support the wider customer journey.
• Act as a customer advocate internally, sharing market feedback, product requirements and competitive intelligence.
• Maintain strong CRM discipline, accurate opportunity management and reliable forecasting.

About you

• 5+ years of successful SaaS or enterprise software sales experience.
• Proven ability to build and close complex enterprise-level opportunities.
• Experience selling into asset-intensive or industrial organisations.
• Strong track record of new-business development and quota attainment.
• Experience managing long, multi-stakeholder sales cycles involving operational, technical and executive buyers.
• Strong understanding of consultative, customer-centric and value-based selling.
• Commercial confidence when negotiating high-value software and services agreements.
• Strong CRM discipline and experience providing accurate pipeline forecasts.
• Ability to collaborate effectively with Sales Engineering, Customer Success, Product and Marketing teams.
• Consultative mindset with the confidence to advocate internally for customer requirements.

Particularly relevant experience

Your background could include selling industrial SaaS, EAM, asset performance, operational technology or adjacent enterprise software.

Experience from vendors such as AVEVA, Hexagon, Cognite, Sphera, Honeywell, AspenTech or comparable industrial technology businesses would be particularly relevant.

You should understand the challenges faced by organisations operating complex physical assets and be comfortable discussing topics such as maintenance, operational efficiency, asset information and risk with senior customers.

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