Enterprise Account Executive

Clutch Canada; Palo Alto (CA); Hybrid; USD 290,000 - 330,000; Full time

Benefits offered by this job

Health insurance

Vision insurance

Dental insurance

Commuter plans

Parental leave

Job summary

A leading tech company in Palo Alto is hiring an Enterprise Account Executive. This role involves developing a robust pipeline of enterprise opportunities and engaging with stakeholders from technical teams to the C-suite. The ideal candidate will have over 8 years of B2B sales experience, preferably selling engineering software. The position offers a hybrid working model and an OTE between $290k and $330k. Benefits include health, vision, and dental coverage, parental leave, and commuter plans.

Qualifications

• 8+ years of quota-carrying B2B sales experience, preferably in software.
• Proven track record of exceeding $1M+ annual quota.
• Experience with complex sales processes and multiple stakeholders.

Responsibilities

• Navigate complex buying processes engaging multiple stakeholders.
• Develop and manage a robust pipeline of enterprise opportunities.
• Lead discovery to align solutions with customer objectives.

Skills

B2B sales experience

Engineering or manufacturing software

Complex sales cycles

Enterprise sales methodologies

Adaptable and resourceful

Customer needs assessment

Manufacturing data experience

Job description

Overview

Enterprise Account Executive — Palo Alto, CA • Sales • Hybrid • Full-time

Instrumental is the #1 AI-powered inspection and test platform that is used by the world’s most admired electronics brands to build better hardware, delivering 3-month payback periods and improving key manufacturing metrics. We drive the digital transformation of quality, inspection, and testing with data analysis and AI products. Hardware engineering, operations, and quality teams leverage Instrumental’s manufacturing platform to accelerate development time, improve yields, and reduce field failures. Instrumental has seen unprecedented growth in 2025 as AI infrastructure demand is skyrocketing.

The ideal candidate loves hardware engineering and electronics manufacturing. Helping our customers improve efficiency, reduce waste, and improve their bottom line is exciting 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 and demonstrates significant value in the right use cases. We are operating in a blue ocean without a clear categorization of our solution or competition, and we 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.
• 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 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. We value passion and the ability to learn — you’re encouraged to apply even if your experience doesn’t match the job description precisely!

The following is a representative annual OTE per year within the Bay Area: $290k - $330k. 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.

Req ID: R1