Senior Enterprise Account Manager - Hardware & AI Manufacturing

Instrumental Inc.; Palo Alto (CA); On-site; USD 334,000 - 396,000; Full time

Benefits offered by this job

Health insurance

Vision insurance

Dental insurance

Commuter plans

Parental leave

Job summary

Instrumental builds the manufacturing acceleration platform behind the world’s most complex electronics. We capture digital exhaust and engineering context from assembly lines—images, test logs, BOM data, performance, repair cycles—and our AI engines identify insights that are difficult or impossible for human engineers to find.

We are looking for an Account Manager who loves hardware engineering and electronics manufacturing, and gets genuine satisfaction from going deeper with a customer over

Qualifications

• 8+ years of quota-carrying B2B sales or account expansion experience.
• Startup experience and ability to map orgs and build pipeline.
• Experience selling or working with manufacturing data, digital transformation, analytics, and/or verticalized AI to technical buyers.
• Engineering background and ability to discuss manufacturing processes with engineering teams.
• Experience engaging with C-suite executives and founders.
• Comfort with multi-stakeholder procurement, security, and legal processes.

Responsibilities

• Owning and growing a portfolio of our largest enterprise accounts—accountable for expansion pipeline in the book.
• Prospecting inside the account: identifying new plants, business units, use cases, and stakeholders.
• Becoming the trusted advisor to technical leaders and executives, including founders and C-suite.
• Leading discovery on net-new problems and building business case and ROI for expansion spend.
• Navigating renewal, expansion, and multi-year deal structures with procurement, finance, and legal.
• Selling as a team with Solutions Architects, Customer Success, TPMs, and Product.
• Representing the voice of the customer to internal teams to unblock growth.
• Helping win AI compute business inside accounts building AI infrastructure.

Skills

Quota-carrying B2B sales

Startup experience

Manufacturing data

Engineering background

Executive engagement

Multi-stakeholder sales

MEDDPIC

Jolt

Willing to travel

Job description

Instrumental builds the manufacturing acceleration platform behind the world’s most complex electronics. We capture digital exhaust and engineering context from assembly lines—images, test logs, BOM data, performance, repair cycles—and our AI engines identify insights that are difficult or impossible for human engineers to find.

We are looking for an Account Manager who loves hardware engineering and electronics manufacturing, and gets genuine satisfaction from going deeper with a customer over