Account Executive - SMB

CAI Software, LLC; United States; On-site; USD 80,000 - 120,000; Full time

Benefits offered by this job

Competitive compensation

Career growth opportunities

Collaborative culture

Job summary

CAI Software, LLC, is seeking an Account Executive – SMB to lead new customer acquisition and expansion within small and mid-sized businesses. You will manage the sales cycle, focusing on closing deals and building long-term relationships while collaborating with cross-functional teams.

The ideal candidate will have over 5 years of B2B sales experience and a proven track record in consultative sales. You'll participate in a highly collaborative work environment with ample opportunity for growth and a competitive compensation structure.

Qualifications

• 5+ years of B2B sales experience, preferably SMB to Mid Market.
• Proven ability to close complex, consultative deals.
• Strong outbound prospecting skills.

Responsibilities

• Own and meet the revenue quota for the territory, closing major deals.
• Execute a territory strategy focused on new logo acquisition.
• Generate pipeline through outbound prospecting and manage inbound demand.

Skills

B2B sales experience

Outbound prospecting

Consultative closing

Stakeholder engagement

Job description

About CAI

CAI Software builds digital work execution platforms and software solutions that transform manufacturing businesses. With over 45 years of experience and a presence in more than 10 countries, CAI empowers customers across 15 core industries. Our ~800 employees worldwide deliver solutions that drive clarity, compliance, and decision‑making in real industrial environments.

Business Units

CAI is organized into three business units: Graphic Communications, Process Manufacturing, and Discrete Manufacturing. This structure keeps our teams close to customer needs while leveraging the scale of a global company.

What You’ll Do

As an Account Executive – SMB, you will lead net‑new logo acquisition and expansion of existing small and mid‑size customers. You will work closely with Customer Success and own the end‑to‑end sales cycle, from outbound prospecting to executive presentations.

Responsibilities

• Own and consistently meet or exceed the revenue quota for the North America territory, closing 6‑ and 7‑figure deals.
• Execute a territory strategy focused on net‑new logo acquisition and land‑and‑expand growth within strategic accounts.
• Generate a significant portion of pipeline through outbound prospecting, executive outreach, and account‑based strategies while managing inbound demand.
• 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, such as operational efficiency, compliance, scalability, and ROI.
• Position value‑based solutions that accelerate time to value for customers.
• Build, qualify, and maintain a robust self‑sourced pipeline aligned to growth targets.
• Forecast accurately and manage opportunities through defined stages with disciplined deal inspection.
• Drive deal progression by establishing clear next steps, action plans, and executive alignment.
• Navigate complex, multi‑stakeholder decision processes and remove blockers to close.
• Lead land‑and‑expand strategies within SMB accounts, identifying opportunities for additional sites, locations, use cases, and cross‑sell/upsell expansion.
• Partner with Customer Success Managers to expand footprint, support renewals, and drive long‑term account growth.
• Maintain executive relationships to unlock incremental budget and expansion opportunities over time.
• Work cross‑functionally with Marketing, Product, Services, and Customer Success to align sales execution with onboarding and delivery outcomes.
• Provide structured feedback from the field to influence product roadmap, messaging, and go‑to‑market strategy.
• Engage and influence stakeholders across operations, manufacturing, IT, quality, procurement, and executive leadership.
• Lead discovery sessions, executive presentations, demos, and onsite meetings as required.
• Travel to customer sites to support deal progression, executive alignment, and long‑term relationship building.

Qualifications

• 5+ years of B2B sales experience, preferably SMB to Mid Market.
• 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.
• Willingness to travel up to 10% of the time.

Preferred

• Experience selling into process, discrete, or print/packaging manufacturing environments.
• Background in manufacturing, food & beverage, industrial, automotive, aerospace or operational software.
• Experience partnering with Customer Success for account expansion.
• Familiarity with operational, plant‑floor, or compliance‑driven use cases.

Benefits

• High‑impact role with ownership of a North American enterprise territory.
• Competitive compensation with strong upside for performance.
• Opportunity to sell into mission‑critical manufacturing environments.
• Clear career growth path within a scaling sales organization.
• Collaborative, execution‑focused culture.

Why Join Us

You’ll play a key role in shaping the future operating model of CAI, working closely with senior leadership on high‑visibility transformation initiatives. You’ll bring clarity, discipline, and execution focus to complex cross‑functional programs while gaining exposure across every function of the business.

Equal Employment Opportunity

CAI Software is an Equal Opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All qualified applicants will receive consideration for employment without regard to race, color, national origin, age, sex, gender identity or expression, religion, disability, genetic information, marital status, veteran status, or any other basis protected by local, state or federal law.

Disability Accommodation

CAI Software endeavors to make reasonable accommodations for applicants with disabilities and disabled veterans pursuant to applicable federal and state law. If you need a reasonable accommodation to complete any part of the application process, please contact us at [e-mail].

Work Authorization

Applicants must be authorized to work in the United States. CAI Software does not unlawfully discriminate on the basis of citizenship or immigration status in accordance with the Immigration Reform and Control Act of 1986 (IRCA).

Pay Transparency

CAI Software will not discharge or otherwise discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. Employees with access to compensation information are subject to confidentiality obligations unless disclosure is required by law or internal policy.