Founding Account Executive — Enterprise Industrial Software

Midwest Startups; Atlanta (GA); Híbrido; USD 150.000 - 210.000; Jornada completa

Descripción de la vacante

Aerovy is building the GTM engine for industrial hardware, and this founding Account Executive role reports directly to the CEO. You will own a pipeline from ~120 named accounts, guiding engagements from discovery to technical validation and business case to signature.

You’ll balance selling capabilities that ship next quarter with honest communication about gaps, iterating the playbook as the platform evolves. This is a high-visibility, career-defining opportunity at a fast-growing startup.

Formación

• 6–10+ years selling enterprise software with six- to seven-figure ACV on multi-quarter cycles.
• Full-cycle experience: built pipeline from scratch, conducted discovery, evaluated tech, and closed deals.
• Experience with MEDDIC, SPICED, or a similar qualification framework.
• Experience selling to manufacturers or industrial enterprises; comfortable on a plant floor and in a boardroom.
• Early-stage startup experience, contributing to building a playbook.
• Pricing and margin maturity; able to stand firm on terms when needed.
• Strong CRM hygiene and reliable forecast.

Responsabilidades

• Build your own pipeline from the 120 named accounts; research, outbound, meetings with the ICP.
• Leverage sales automation and AI for prospecting with sequences.
• Iterate the Aerovy playbook to move prospects through discovery to validation to business case to signature.
• Qualify or disqualify early; prioritize real deals over maybes.
• Lead discovery beyond stated asks focusing on P&L elements like downtime, warranty leakage, first-time fix rate, cost to serve.
• Collaborate with marketing to develop case studies and collateral.
• Involve founders for technical validation and pilot scoping.
• Keep CRM forecasts current; manage territory.
• Travel to customer sites; feed field feedback into positioning and roadmap.
• Document successful approaches for future AEs.

Conocimientos

Enterprise sales

Full-cycle sales

MEDDIC/SPICED

Account planning

Descripción del empleo

Aerovy is building the GTM engine for industrial hardware, and this founding Account Executive role reports directly to the CEO. You will own a pipeline from ~120 named accounts, guiding engagements from discovery to technical validation and business case to signature.

You’ll balance selling capabilities that ship next quarter with honest communication about gaps, iterating the playbook as the platform evolves. This is a high-visibility, career-defining opportunity at a fast-growing startup.