Founding Account Executive

HIVE; Town of Texas (WI); On-site; USD 120,000 - 240,000; Full time

Job summary

Hive is building its US operation and seeks a founding Account Executive for the US. Based at our new hub in Austin, you will be the first heavy machinery seller in the country. You will build the market from your network, run deals end to end, and document a playbook for future hires.

You will engage site managers, HSE, finance, IT, and executives to make compelling business cases. You will travel across the US, selling hardware/software for autonomous operation of machines and shaping Hive's

Qualifications

• Proven track record of hitting or beating quota.
• Existing network in US aggregates, mining, construction or industrial equipment.
• Experience selling conceptual solutions (hardware/software/automation).
• Ability to navigate complex deals with multiple stakeholders and C-level buyers.
• Enjoys on-site engagement at sites like quarries, mines, plants, or machines.
• Willing to travel across the US.
• Authorized to work in the United States.

Responsibilities

• Build the US market for Hive's platform and hardware.
• Own deals end-to-end from first conversation to deployment on site.
• Grow accounts after initial contract and write the US sales playbook.
• Collaborate with champions to develop business cases and internal docs.

Skills

Quota attainment

US network

Complex deals

C-level buyers

On-site selling

Willing to travel

Authorization to work in US

Job description

At Hive, we're building the defining physical AI platform of the next decade.

Industrial labor is one of the most acute bottlenecks in the global economy. Operators are expensive, hard to retain, and working in environments that are increasingly unsafe. The shortage is structural. The window to solve it is now.

Our answer is a machine-agnostic intelligence platform that lets any machine, on any site, perceive, decide, and act autonomously. One platform. Any machine. No fleet replacement.

Already live across multiple sites and customers in Europe - spanning logistics and warehousing, industrial manufacturing, and large-scale chemical production - with a US expansion underway.

The vision: one operator managing hundreds of machines simultaneously. Productive machine-hour cost dropping by 80x, and unlocks the next productivity revolution in physical work.

The mission is to make productivity limitless. Come and help us build it.

The Role

As Founding Account Executive for the US, you will be Hive's first heavy machinery seller in the country, based at our new hub in Austin.

Hive is building its US operation now. Operations and hardware teams are being hired in Austin for our first US contracts, and the executive team will spend significant time there from early next year. US customers move faster than in Europe, and the market is open.

You start mostly from your own network. Expect to do the groundwork yourself for the first one to two years. If you build the market, you build the team that follows.

What You Will Do

Build the US market

• Build your own pipeline through outbound and your existing network.

• Identify and prioritize the target accounts in aggregates, mining, construction and building materials.

• Create demand where none exists yet. Most customers are not looking for this, so you find the process where it fits and build the case with them.

Own the deal end to end

• Run the deal from first conversation to the first machine running on the customer's site.

• Sell at every level at the same time: site manager, HSE, finance, IT and the executive team.

• Work with your champion as a co-author. Build the business case and the internal documentation with them, and help them drive the decision inside their company.

• Handle technical questions yourself. There is no pre-sales team behind you, so you learn the solution well.

Grow the accounts

• Own the expansion after the first contract. Almost every account starts with one machine and one site.

Write the playbook

• Document how Hive sells in the US, and hand it to the people we hire after you.

What We're Looking For

Essential

• You have built something from nothing: a new market, a new region, a new product line or a business of your own.

• A consistent track record of hitting or beating quota, and you can show the numbers.

• An existing network in US aggregates, mining, construction or industrial equipment.

• Experience selling something conceptual rather than off the shelf. Software, software-enabled hardware, automation or systems integration, where you had to build the business case yourself.

• Complex deals with multiple stakeholders and C-level economic buyers.

• You enjoy being on site. Quarries, mines, plants and machines interest you.

• Willing to travel across the US.

• Authorization to work in the United States.

Strongly Preferred

• Experience from a structured sales playbook environment.

• Experience from companies selling a mix of hardware and software into industrial customers.

This Is Probably Not the Job for You If

• You need a process to exist before you can work inside it.

• You want to manage a team from day one.

• You have only sold machines or equipment. Selling a wheel loader and selling autonomous operation of a wheel loader are very different jobs.

• You hand over documentation and wait for the inbox to answer.

What Success Looks Like

• The first US heavy machinery customers are signed and running.

• A qualified US pipeline built mainly from your own network and outbound.

• A clear view of which US segments and accounts Hive should prioritize.

• Hive has a written US sales playbook that the next hire can use.