Account Executive – Strategic Accounts (Expansion), Manufacturing – Remote (US)

IFS; United States; Remote; USD 125,000 - 150,000; Full time

Job summary

Ultimo, part of IFS, seeks a Senior Account Executive to manage and expand a portfolio of install-base customers in the US from a remote hub (Midwest/East Coast preferred). You will drive growth across plants, sites, and business units with value-based selling and multi-stakeholder engagement.

The role emphasizes strategic expansion over new logo hunting, with 100% variable compensation on top of base salary and a strong emphasis on autonomy, cross-border collaboration with EU teams, and shaping

Qualifications

• Proven success growing install base / expansion accounts in SaaS or enterprise software.
• Experience selling into manufacturing, industrial, or asset-intensive environments.
• Ability to create pipeline within existing accounts.
• Strong diagnostic discovery and value-based selling capability.
• Confidence navigating complex, multi-stakeholder organisations.
• Strong commercial judgement and deal ownership.
• High ownership mindset and bias toward action.

Responsibilities

• Own and grow a portfolio of install-base accounts.
• Focus strategically on your top accounts.
• Build and execute account expansion strategies based on real operational insight.
• Identify opportunities across plants, sites, and business units.
• Lead upsell and cross-sell sales cycles end-to-end.
• Engage operations leaders, IT, procurement, and C-level stakeholders.
• Drive value-led, consultative sales conversations.
• Collaborate closely with EU sales teams, Customer Success, and Pre-Sales.
• Help shape how US–EU collaboration works in practice.

Skills

Install base expansion

SaaS sales

Enterprise software

Stakeholder management

Forecasting

Education

Bachelor's degree in business or related field

Tools

CRM (Salesforce)

Job description

Company Description

Ultimo is an industry-leading SaaS EAM platform used by 2,000+ organisations globally to maximise uptime, control costs, and operate safely.

The platform is modular, scalable, and deeply embedded in operational environments - from manufacturing plants and production lines to logistics fleets and critical infrastructure.

Ultimo is part of IFS, a global enterprise software company with 6,000+ employees. This provides long-term backing, scale, and continued investment - while Ultimo retains the agility and focus of a dedicated product organisation.

Job Description

US Remote (Midwest / East Coast preferred)
EAM / CMMS | Install Base Growth

Why this role exists

Ultimo builds enterprise asset management (EAM) software for organisations where physical assets sit at the heart of operations - particularly across manufacturing, logistics, food & beverage, utilities, and facilities.

This is mission-critical software, embedded deeply in how customers operate day to day.

You’ll inherit a portfolio of commercial accounts that already use Ultimo. Your mandate is to expand those relationships - across business units, sites, and product modules - and turn initial deployments into enterprise-wide adoption.

This is a build-and-expand role - not new logo hunting, and not passive account management.

Why join Ultimo now

EAM is a core strategic focus for IFS.

A significant investment was made to accelerate growth and establish market leadership and the North American expansion is a key part of that strategy.

For you, that creates a clear opportunity:

• Warm accounts with real expansion potential
  You’re not opening doors from scratch. These customers already trust the productyour role is to unlock the next phase of growth.
• You help define how the US market scales
  North America is still early. You won’t inherit a fixed playbook you’ll help shape how expansion is done.
• Meaningful deals, realistic timelines
  Commercial accounts are large enough to matter, but agile enough to move. You’ll close impactful deals in quarters, not years.
• Visibility and career impact
  Strong performance here is visible. You’re not one of hundredsyou’re helping build the US growth engine.

Your mandate (Install Base / Expansion)

As a Senior Account Executive, you will:

• Own and grow a portfolio ofinstall-base accounts
• Focus strategically on your topaccounts
• Build and execute account expansion strategies based on real operational insight
• Identify opportunities across plants, sites, and business units
• Lead upsell and cross-sell sales cycles end-to-end
• Engage operations leaders, IT, procurement, and C-level stakeholders
• Drive value-led, consultative sales conversations
• Collaborate closely with EU sales teams, Customer Success, and Pre-Sales
• Help shape how US–EU collaboration works in practice

This role is about expansion through insight, not volume through activity.

How you’ll operate

Ultimo operates like a scale-up inside a serious enterprise business:

• High autonomy and ownership
• Direct access to leadership
• Expectation to take initiative and improve how things are done
• CRM-driven environment with clear expectations around pipeline and forecasting

You’ll be trusted to run your accounts, make decisions, and drive outcomes.

What We’re Offering

• Salary Range: $125,000 to $150,000 plus 100% variable compensation, uncapped
• Flexible paid time off, including sick and holiday
• Medical, dental, & vision insurance
• 401K with Company contribution
• Flexible spending accounts
• Life insurance and disability benefits
• Tuition assistance
• Community involvement and volunteering events

The bottom line

This is strategic account expansion within a proven customer base.

If you’re motivated by ownership, commercial impact, and the opportunity to build something meaningful in the US market we’d love to hear from you.

Qualifications

What we’re looking for

This role will suit someone who can demonstrate:

• Proven success growing install base / expansion accounts in SaaS or enterprise software
• Experience selling into manufacturing, industrial, or asset-intensive environments (or adjacent sectors)
• Ability to create pipeline within existing accounts
• Strong diagnostic discovery and value-based selling capability
• Confidence navigating complex, multi-stakeholder organisations
• Strong commercial judgement and deal ownership
• High ownership mindset and bias toward action

Experience with asset management, CMMS, or operational software is a strong plus.

Additional Information

Ultimo's headquarters is based in the Netherlands with more than 2000 global customers, and is a leading Enterprise Asset Management software provider with a strong reputation for the completeness, flexibility, and configurability of its SaaS EAM solutions.

In the world of Ultimo, asset management processes and the software they require take centre stage. At Ultimo, we develop easy-to-use EAM software forconfident asset owners, enabling them to optimize productivity, maximize asset availability, and secure health and safety. We supply out-of-the-box, though supremely flexible, software with an unmatched ROI through short implementations, seamless integrations, and self-service application management.

Acquired by IFS in July 2022, its parent company operates across all continents with its 6000+ employees delivering award-winning enterprise software solutions to help businesses be their best when it matters–at their Moment of Service.

By joining our team, you will have the opportunity to be part of aglobal, diverse environment; you will be joining awinning teamwith acommitment tosustainabilityand a company where we get things done so that you canpositively impactthe world.

We're looking for innovative and original thinkers to work in an environment where you can#MakeYourMomentso that we can help others make theirs.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran. VEVRAA Federal Contractor, Equal Opportunity Employer

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran. VEVRAA Federal Contractor, Equal Opportunity Employer