Enterprise IIoT Key Account Executive

Socket.dev; New Providence (NJ); On-site; USD 120,000 - 180,000; Full time

Job summary

Anova is seeking a results-driven Key Account Manager to lead Enterprise and Mid-Market deals, turning IIoT tank-monitoring data into compelling business cases. You will own the full sales cycle, deliver ROI-based presentations to executive leaders, and collaborate with Sales Engineers and Customer Success to ensure live deployments meet promises.

You'll build forecasts, manage pipelines, and drive renewals while traveling to meet prospects and customers at industry events, enabling growth

Qualifications

• Bachelor’s degree or equivalent combination of education and professional experience.
• 5+ years of experience in enterprise or mid-market B2B sales, with a track record of consistently meeting or exceeding quota.
• Experience managing a full sales cycle in complex, multi-stakeholder deals (6+ month cycles).
• Experience with value-based/consultative selling and delivering ROI-driven presentations to executive-level stakeholders
• Experience negotiating and finalizing contract terms and pricing
• Proficiency with Salesforce (or comparable CRM) for pipeline and forecast management
• Ability to travel to meet with prospects/customers and represent Anova at industry events
• Strong cross-functional collaboration skills, with experience partnering across sales engineering, customer success, or technical teams to close and grow accounts
• Self-starter with strong time and territory management skills
• Full professional proficiency in English language, both oral and written

Responsibilities

• Own the full sales cycle for Enterprise and Mid-Market prospects, converting qualified opportunities sourced by the Business Development Representative (BDR) team into closed-won business
• Land new logos across Anova’s target verticals by partnering with BDRs to qualify, develop, and advance inbound and outbound pipeline
• Make data-driven recommendations that connect Anova’s IIoT tank-monitoring and telemetry capabilities to each prospect’s inventory, logistics, and asset-utilization challenges
• Lead executive-level discovery and value-based presentations during land and expansion phases that quantify the ROI customers will gain
• Build and manage an accurate pipeline and forecast, advancing Enterprise and Mid-Market deals through every stage to consistently hit quota
• Kick off training and enablement with the customer (hardware, install, & mobile apps) that the Customer Success Manager (CSM) will complete - Sales Director (SD) not responsible for training itself
• Completes tier 2 and 3 support requests if escalated by CSM
• Coordinates with Sales Engineer and/or CSM to run product demonstrations, and remove technical barriers to closing
• Maintain deep expertise in Anova’s IIoT product portfolio, competitive landscape, and industry best practices to position the platform against alternatives
• Maintain accurate, up-to-date opportunity and account data in Salesforce to support pipeline visibility and forecasting
• Finalize contract terms and pricing to close deals, partnering with Sales Engineering on data collection and integration handoff
• Build renewal plans beginning 6 months out from contract end, flagging account risks or expansion opportunities and securing renewal terms ahead of forecast
• Travel as needed to meet with prospects and customers and represent Anova at industry events

Skills

Enterprise sales

Value-based selling

ROI presentations

Sales forecasting

CRM proficiency

Cross-functional collaboration

Travel readiness

English proficiency

Education

Bachelor’s degree

Tools

Salesforce

Job description

Anova is seeking a results-driven Key Account Manager to lead Enterprise and Mid-Market deals, turning IIoT tank-monitoring data into compelling business cases. You will own the full sales cycle, deliver ROI-based presentations to executive leaders, and collaborate with Sales Engineers and Customer Success to ensure live deployments meet promises.

You'll build forecasts, manage pipelines, and drive renewals while traveling to meet prospects and customers at industry events, enabling growth