Enterprise Account Executive

instrumental-inc-; Palo Alto (CA); On-site; USD 334,000 - 396,000; Full time

Benefits offered by this job

Health benefits

Vision insurance

Dental insurance

Commuter benefits

Parental leave

Job summary

Instrumental is seeking an Enterprise Account Executive to own the full sales cycle in the Bay Area, prospecting and closing multi-million-dollar deals with engineering, manufacturing, and procurement teams. You will build a personal book of business and manage a strong pipeline, collaborating with Marketing, Solutions Architects, Customer Success, TPMs, and Product Managers to deliver ROI cases.

You will travel to meet clients and drive adoption of Instrumental’s cloud AI product, contributing

Qualifications

• 8+ years of quota-carrying B2B sales experience.
• 2+ years selling engineering or manufacturing software into enterprise accounts.
• Experience navigating complex sales cycles with multiple stakeholders and procurement.
• Familiarity with MEDDPIC, Jolt, or similar enterprise sales methodologies.

Responsibilities

• Navigate complex buying processes, engaging with stakeholders from technical teams up to the C-suite of enterprise accounts.
• Build your own book of business with net-new customers and a strong pipeline.
• Develop and manage a robust pipeline of enterprise opportunities across target accounts.
• Lead discovery to understand customer challenges and align solutions to business objectives.
• Sell as a team with Marketing, Solutions Architects, Customer Success, TPMs and Product Managers.
• Find new paths and drive adoption of innovative technology in a changing industry.
• Coordinate with finance, legal, and IT to close deals.

Skills

Quota carrying

Enterprise sales

Complex sales cycles

MEDDPIC

Jolt

Face-to-face

Travel readiness

Technical buyers

Tools

CRM

Job description

Instrumental builds the manufacturing acceleration platform behind the world’s most complex electronics. We capture digital exhaust and engineering context from assembly lines—images, test logs, BOM data, performance, repair cycles—and our AI engines identify insights that are difficult or impossible for human engineers to find. We accelerate the companies building the AI era by improving manufacturing yield, throughput, and ramp. NVIDIA, Meta, L3Harris, and their manufacturing partners rely on Instrumental to accelerate new product introduction and production.

The ideal person for this role loves hardware engineering and electronics manufacturing. Helping our customers improve efficiency, reduce waste, and improve their bottom line isexciting for you.

We’re looking for an Enterprise Account Executive who owns their business: you work hard and work smart. You take ownership of your pipeline by doing your own prospecting, asking great questions, listening, and delivering ROI cases to executives. You’ll be selling a cloud AI product (saas) that works: it demos well and provides significant value in the right use cases. We are still operating in a blue ocean without, without a clear categorization of our solution nor competition, and are solving real-world problems that no other solutions in the market today can address. You can confidently sell knowing that once the deal is closed, your customer will realize value within the first 90 days.

We’re Looking For Someone Who:

• 8+ years of quota-carrying B2B sales experience, with at least 2+ years selling engineering or manufacturing software into enterprise accounts.
• Proven track record of consistently exceeding $1M+ annual quota.
• Experience navigating complex sales cycles with multiple stakeholders and procurement.
• Familiarity with MEDDPIC, Jolt, or similar enterprise sales methodologies.c
• Loves the building stage of startups and brings experience finding new paths to success: rolling up their sleeves, and hitting the phone – all with startup urgency. You are a heat-seeking missile for customer needs and derive great satisfaction from the journey of solving customer problems with technology.
• You are an adaptable and resourceful hunter. If something doesn’t exist, you’ll build it. If a customer has an objection, you’ll figure out how to deliver the right business case. If you don’t have enough in your pipeline, you’ll fill it.
• Prefers to get in front of customers face-to-face and is willing to travel to do so.
• Has experience selling or working with manufacturing data, digital transformation, analytics, and/or verticalized AI to technical buyers. Prior specialized experience in selling manufacturing software, or into the high-tech electronics, industrial electronics, automotive Tier 2/3s, or aerospace & defense space.

What You’ll Be Doing:

• Navigate complex buying processes, engaging with stakeholders from technical teams up to the C-suite of enterprise accounts building the most innovative and ones of the complex electronics on earth.
• Building your own book of business: This means you believe that only you are accountable for your own pipeline generation. We will help set you up for success with tools, marketing, and support - this role is focused on working with net new customers, not existing ones.
• Developing and managing a robust pipeline of enterprise opportunities across target accounts
• Lead discovery to deeply understand customer challenges and align solutions to their business objectives.
• Selling as a team: While you own and operate the sales cycle with new customers, Marketing, Solutions Architects, Customer Success, TPMs and Product Managers all work together to deliver value to our customers.
• Finding new paths: We are a growing organization delivering new technology into an industry that is undergoing constant change.
• Contracts, infosec & finance: Closing deals requires partnering with your customers’ finance, legal, and IT teams.

We’re a growing team that works collaboratively, supports each other, and is energized by having impact.

The following is a representative annual OTE per year within the Bay Area: $334k - $396k. In addition, job level and salary opportunities are evaluated through our interview process – we review the experience, knowledge, skills, and abilities of each applicant.

• Instrumental is proud to offer a highly-rated variety of benefits, including health, vision, dental, commuter plans, and parental leave.

At Instrumental, protecting company and customer information is a shared responsibility. All employees are expected to comply with company security and privacy policies and promptly report suspected security incidents or policy violations.