Mid-Market Expansion Account Executive

PTC; Boston (MA); On-site; USD 170,000 - 220,000; Full time

Benefits offered by this job

Health, dental and vision insurance

401(k) with employer match

Employee stock purchase plan

Commuter subsidy

Paid time off

Job summary

PTC is seeking a Mid-Market Expansion Account Executive to drive Arena PLM and QMS adoption within Onshape accounts across North America. You will identify expansion opportunities, build relationships with engineering, operations, manufacturing, and quality leaders, and position Arena as a natural extension of the customer’s cloud development strategy.

The role centers on expanding existing relationships, pursuing select greenfield opportunities, and delivering compelling business cases with

Qualifications

• 5+ years of successful B2B SaaS sales experience.
• Quota attainment or exceeding quota in past roles.
• Experience selling to engineering, product development, manufacturing, operations or quality.
• Proven success managing complex sales cycles with multiple stakeholders.
• Strong executive communication and presentation skills.
• Ability to engage both technical and business decision makers.
• Experience using Salesforce for opportunity management and forecasting.
• Self-starter with exceptional territory and account management skills.

Responsibilities

• Drive Arena adoption within existing Onshape customers.
• Expand platform adoption and cross-sell Arena PLM and QMS.
• Own the sales cycle from discovery through close and transition to success teams.
• Develop account plans to increase platform adoption and customer value.
• Maintain accurate opportunity management, forecasting, and pipeline in Salesforce.
• Collaborate with Onshape AEs, CS, BDRs, Solution Consultants, Services, and Marketing.

Skills

B2B SaaS sales

Quota attainment

Executive communication

Stakeholder engagement

Sales forecasting

Tools

Salesforce

Job description

PTC is seeking a highly motivated, growth-oriented Mid-Market Expansion Account Executive to drive Arena PLM and QMS adoption within PTC's existing Onshape customer base across the Electronics & High Tech (EHT) market in North America.

This role is focused primarily on identifying, developing, and closing expansion opportunities within established Onshape accounts. The successful candidate will help customers extend their product development strategy beyond CAD by connecting engineering, quality, operations, and product lifecycle processes through Arena PLM and QMS.

The Account Executive will serve as a trusted advisor to engineering and business leaders, helping customers build a modern, cloud-native product development environment powered by Arena and Onshape.

While the primary focus is cross-selling Arena into existing Onshape accounts, the role will also pursue select greenfield opportunities where customers may adopt both Onshape and Arena as part of a broader digital transformation initiative.

About PTC

PTC's industry-leading product development portfolio, including Arena and Onshape, helps innovative manufacturers accelerate new product introduction, improve collaboration, streamline quality processes, and create resilient product development organizations.

Key Responsibilities

Drive Arena Adoption Within Existing Onshape Customers

• Develop and execute account expansion strategies across an assigned portfolio of Onshape customers.
• Identify opportunities to extend customer value through Arena PLM and Arena QMS.
• Build relationships with engineering, operations, manufacturing, quality, supply chain, and executive stakeholders beyond the traditional CAD buying center.
• Uncover business initiatives related to product development, engineering change management, quality, compliance, new product introduction, and operational scalability.
• Position Arena as a natural extension of the customer's cloud product development strategy.

Expand Platform Adoption

• Position the combined value of Onshape and Arena as a modern cloud platform for product development.
• Help customers connect design, product lifecycle, quality, and change management processes through an integrated digital thread.
• Develop compelling business cases and ROI models that align platform investments to measurable business outcomes.
• Identify opportunities to replace legacy PLM, PDM, document management, and quality systems.

Own the Sales Cycle

• Lead opportunities from discovery through negotiation, close, and transition to customer success and services teams.
• Develop account plans focused on increasing platform adoption and customer value realization.
• Maintain accurate opportunity management, forecasting, and pipeline visibility within Salesforce.
• Consistently achieve and exceed quarterly and annual revenue objectives.
• Effectively leverage executive sponsorship, technical resources, and specialized teams to accelerate deal progression.
• Partner closely with Onshape Account Executives, Customer Success Managers, Business Development Representatives, Solution Consultants, Services Specialists, and Marketing teams.
• Execute coordinated account planning strategies across shared accounts.
• Align customer engagement plans to maximize expansion opportunities and customer outcomes.
• Collaborate with leadership on strategic opportunities requiring executive engagement.

Target Customer Profile

The Mid-Market Electronics & High-Tech Segment Includes Organizations Generally Ranging From 50 To 200 Employees That Design, Manufacture, Or Support Innovative Technology Products, Including

• Electronics manufacturers
• Semiconductor and semiconductor equipment companies
• Robotics and automation providers
• Industrial technology companies
• Communications and networking equipment manufacturers
• Hardware-enabled SaaS and IoT companies
• Emerging technology and advanced manufacturing firms

Success Metrics

Success In This Role Will Be Measured Through

• Arena expansion revenue within assigned Onshape accounts.
• Cross-sell attainment and multi-product adoption.
• Growth of Arena PLM and QMS footprint across existing customers.
• Pipeline generation and opportunity creation.
• Forecast accuracy and sales execution.
• Collaboration and effectiveness within a team-selling environment.
• Customer retention and long-term account growth.

Required Qualifications

• 5+ years of successful B2B SaaS sales experience.
• Consistent track record of achieving or exceeding quota.
• Experience selling to engineering, product development, manufacturing, operations, or quality organizations.
• Demonstrated success managing complex sales cycles involving multiple stakeholders.
• Strong executive communication and presentation skills.
• Ability to engage both technical and business decision makers.
• Experience utilizing Salesforce or equivalent CRM platforms for opportunity management and forecasting.
• Self-starter with exceptional territory and account management skills.

Preferred Qualifications

• Experience expanding existing customer relationships through cross-sell and upsell motions.
• Experience selling PLM, CAD, PDM, QMS, ERP, MES, engineering collaboration, manufacturing, or product development solutions.
• Experience working within a collaborative, team-selling environment.

Who Will Thrive In This Role

The ideal candidate enjoys uncovering growth opportunities within existing customer relationships and helping customers expand their adoption of cloud technologies across the product development lifecycle.

They are comfortable engaging engineering leaders, product development executives, quality organizations, manufacturing teams, and senior business stakeholders. They thrive in collaborative environments where success depends on partnership, strategic account planning, and delivering measurable customer outcomes.

Successful candidates are naturally curious about how products are designed, developed, manufactured, and supported. They can translate complex business and technical challenges into transformation strategies that deliver long-term customer value.

PTC carefully considers a wide range of factors when determining compensation. The total annual compensation for this position is between $170,000- $220,000. The total annual compensation range encompasses both the base salary and the on-target earnings that may be attained in this role. The annual compensation range reflects a good-faith estimate of compensation at the time of posting.

Actual compensation may vary based on a candidate's skills, qualifications, experience, and location. Eligible employees also have the opportunity to become a PTC shareholder through our employee share purchase program (ESPP) which allows for the purchase of discounted PTC stock. Certain roles may also be eligible for participation in our equity programs. Employees may be eligible for medical, dental and vision insurance, paid time off and sick leave, tuition reimbursement, 401(k) contributions and employer match, flexible spending accounts, life insurance, disability coverage and if you are an office-assigned employee, a generous commuter subsidy. All total rewards and benefits programs are subject to plan eligibility and other terms and conditions.

For more information about PTC's comprehensive benefits, please visit our Careers Page.

This position is not eligible for employment-based immigration sponsorship. Applicants must be authorized to work in the United States without requiring current or future sponsorship from PTC.

At PTC, we believe in the power of diverse ideas and perspectives. As a global company that values and respects all identities, cultures, and perspectives, we strive to create an inclusive PTC for ALL through an environment where everyone feels like they belong and are empowered to bring their true, authentic selves to work. Proud to be an Equal Opportunity Employer, we welcome applicants from all backgrounds and hire without regard to race, national origin, religion, age, color, ethnicity, ancestry, marital status, sex (including pregnancy), sexual orientation, gender identity, gender expression, genetic information, disability, veteran status, or any other characteristic protected by local, state, or federal laws, rules, or regulations. It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

For more information about PTC's comprehensive benefits and our AI usage, please visit our Careers Page (https://www.ptc.com/en/careers/united-states-careers). Applications will be accepted on an on-going basis until the opportunity is filled.

PTC endeavors to make ptc.com/careers accessible to all users. If you would like to contact us regarding the accessibility of our website or need assistance completing the application process, please contact PTC's Talent Acquisition team at [e-mail]. This contact information is for accommodation requests only and cannot be used to inquire about the status of applications.

Life at PTC is about more than working with today’s most cutting-edge technologies to transform the physical world. It’s about showing up as you are and working alongside some of today’s most talented industry leaders to transform the world around you.

If you share our passion for problem-solving through innovation, you’ll likely become just as passionate about the PTC experience as we are. Are you ready to explore your next career move with us?

We respect the privacy rights of individuals and are committed to handling Personal Information responsibly and in accordance with all applicable privacy and data protection laws. Review our Privacy Policy here."