Mid-Market Account Executive, CPG

Jobtailor; Somerville (MA); On-site; USD 100,000 - 140,000; Full time

Job summary

Laminar, a technology company focused on AI/ML-enabled solutions, seeks a driven Mid-Market SaaS Sales professional in the Somerville, MA area. You will own the end-to-end sales process from prospecting to close, building executive relationships and presenting Laminar’s value propositions to align with customer ROI.

You will develop champions at VP/C-level, craft tailored use-case presentations, and collaborate with deployment teams to deliver pilots, expansions, and global rollouts.

Qualifications

• 2+ years successfully selling in a fast-paced environment, with SaaS, IoT, and/or manufacturing sales in Mid-Market CPG.
• Proven outbound sales experience, building champions and negotiating land and expand deals in CPG.
• Experience in consultative selling of technology into manufacturing and justifying large capex/opex projects to senior leadership.
• Proven track record of quota attainment in an inside sales capacity including cold outreach.

Responsibilities

• Manage the entire sales process from cold outreach prospecting to close in Mid-Market accounts.
• Develop champions, stakeholder mindshare, and trusted relationships at VP/C-level.
• Create account-specific presentations articulating Laminar's value proposition.
• Identify and implement high-value use cases to increase stickiness of Laminar's technology.
• Speak fluently about AI/ML, SaaS, PaaS, IoT trends and related industry topics.
• Collaborate with deployment team to deliver pilots, expansions and large global roll-outs.
• Own negotiations, remove obstacles, and ensure smooth project execution.
• Articulate ROI and value for key Laminar use cases to customers.

Skills

SaaS Sales

Mid-Market CPG

Outbound Sales

Quota Attainment

Relationship Building

Negotiation

Education

Undergrad degree in Engineering or Science

MBA (Entrepreneurial mindset)

Tools

AI/ML

SaaS

PaaS

IoT

Job description

• Manage the entire sales process from cold outreach prospecting to close, including accurate pipeline forecasting in Mid-Market accounts (household recognizable brands in the CPG space)
• Develop champions, stakeholder mindshare, and trusted relationships at the VP/C-level
• Create and build account specific presentations that articulate Laminar's value proposition, delivery to the customer.
• Use your industry expertise to discover and help implement new, high-value, use cases that make Laminar's technology highly sticky in your customer footprint
• Have a passion for technology, strong technical acumen, and speak fluently about current trends related to AI/ML, SaaS, PaaS, IoT, and the industry in general.
• Work closely with the deployment team to deliver pilots, expansions and large global roll-outs.
• Take sole responsibility to remove obstacles in negotiations, deal closure and smooth execution of projects.
• Understand customer needs and bring to the table the ability to measure and articulate value and ROI to a customer for key use cases of Laminar's technology.

Requirements

• 2+ years successfully selling in a fast-paced environment, with SaaS, IoT, and/or manufacturing sales specifically in the Mid-Market CPG industry. Prior employment in or selling to the food and beverage industry is a big plus.
• Proven experience in outbound sales, building champions and negotiating both land and expand deals especially in CPG industry
• Experience in consultative selling of technology into manufacturing, justifying large capex/opex projects to senior leadership.
• Proven track record of quota attainment in an inside sales capacity including cold outreach.
• Excellent written and oral communications skills with a willingness to establish an active social presence on LinkedIn
• Desired: Undergrad degree in Chemical/Mechanical/Electrical/Industrial Engineering, Industrial Engineering, or Science, or MBA Entrepreneurial mindset and passion for getting in on the ground floor at a fast-growing startup.

Core Competencies

Demonstrates expertise in managing the sales process from prospecting to closure, with a strong focus on building relationships at the VP/C-level and articulating value propositions. Proficient in consultative selling of technology solutions in the Mid-Market CPG industry, with a proven track record of quota attainment and effective communication skills.

Highest-signal resume keywords

• SaaS Sales Experience
• CPG Industry Knowledge
• Consultative Selling
• Quota Attainment
• Outbound Sales

ATS Optimization Keywords

Hard Skills

• Sales Process Management
• Pipeline Forecasting
• Negotiation Skills
• Technical Acumen
• Value Articulation
• ROI Measurement
• Account Presentations
• Cold Outreach
• Stakeholder Engagement
• Project Execution

Soft Skills

• Excellent Communication Skills
• Relationship Building
• Problem Solving
• Active Social Presence

Industry Keywords

• Mid-Market
• Food and Beverage Industry
• Manufacturing Sales
• Capex/Opex Projects
• Entrepreneurial Mindset

Tools & Technologies

• AI/ML
• SaaS
• PaaS
• IoT