Senior Account Executive – Strategic Sales

🕒 Maio 30

🌵 Arizona, California, +27 estados a mais – Remoto

🌵 Arizona – Remote 🏄 California – Remote 🏛️ District of Columbia – Remote 🐊 Florida – Remote 🌺 Hawaii – Remote 🌽 Illinois – Remote 🌾 Iowa – Remote 🌪️ Kansas – Remote 🎰 Nevada – Remote 🗻 New Hampshire – Remote 🏖️ New Jersey – Remote 🗽 New York – Remote 🌲 North Carolina – Remote 🏈 Ohio – Remote 🌲 Oregon – Remote 🦀 Maryland – Remote 🍂 Massachusetts – Remote 🚗 Michigan – Remote ❄️ Minnesota – Remote 🏰 Missouri – Remote 🌴 South Carolina – Remote 🎸 Tennessee – Remote 🤠 Texas – Remote ⛷️ Utah – Remote ⚔️ Virginia – Remote ☕ Washington – Remote ⛰️ West Virginia – Remote 🧀 Wisconsin – Remote 🦬 Wyoming – Remote

💵 $100.000 / ano

⏰ Tempo Integral

🟠 Sênior

🧑‍💼 Executivo de Contas

🦅 Patrocina Visto H1B

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Fictiv

SiteLinkedInTodas as Vagas

201 - 500 funcionários

Fundada em 2013

💰 $100.000.000 Series E em 2022-05

Manufacturing • Technology

A Fictiv é uma plataforma de manufatura digital que se concentra em eliminar gargalos no desenvolvimento de novos produtos ao fornecer uma rede integrada de pessoas, processos e plataformas para a obtenção de peças sob medida. Ela oferece uma ampla gama de capacidades de manufatura, incluindo usinagem CNC, moldagem por injeção, impressão 3D e mais. A Fictiv atende a vários setores, como aeroespacial, automotivo, produtos de consumo, médico e robótica, com o objetivo de acelerar os tempos de desenvolvimento e melhorar a qualidade das peças enquanto fornece transparência e controle através de cotação instantânea e rastreamento de pedidos.

Descrição

• Develop and execute strategic account plans for large enterprise targets • Own a defined portfolio of high-potential accounts and build account strategies that map business units, engineering teams, procurement groups, manufacturing decision-makers, executive sponsors, current supplier relationships, program timelines, and expansion paths • Create and progress complex, multi-stakeholder opportunities • Identify manufacturing pain points across prototype, new product introduction, low-volume production, bridge production, and supply chain resiliency use cases • Navigate long sales cycles involving engineering validation, supplier qualification, procurement scrutiny, legal review, quality requirements, and executive approval • Translate technical manufacturing challenges into business value • Work with customers to understand requirements related to CNC machining, injection molding, sheet metal fabrication, additive manufacturing, tolerances, materials, inspection, DFM, lead times, cost drivers, and production risk • Convert those requirements into clear commercial value tied to speed-to-market, engineering throughput, supply continuity, working capital efficiency, and total cost of ownership • Lead cross-functional deal orchestration • Partner closely with applications engineering, sourcing, manufacturing operations, customer success, quality, finance, and leadership to design solutions that can be sold, delivered, scaled, and renewed • Build executive-level relationships and account expansion pathways • Establish credibility beyond the initial buying group by developing relationships with VP-level and C-level leaders in engineering, supply chain, operations, product development, and procurement • Own commercial strategy, negotiation, and closing • Drive pricing strategy, business cases, proposals, MSAs, supplier onboarding, enterprise agreements, and complex negotiations • Maintain rigorous pipeline discipline and forecast accuracy • Build a sufficient, qualified pipeline, manage opportunity stages with precision, identify risks early, and maintain a reliable forecast.

🎯 Requisitos

• 8+ years of B2B sales experience, with at least 5 years selling complex technical solutions into enterprise or strategic accounts • Demonstrated success closing and expanding six- and seven-figure annual contract value opportunities, with direct involvement in multi-million-dollar account growth • Proven record of consistently meeting or exceeding quota in a long-cycle, consultative sales environment • Experience selling into organizations where buying decisions involve multiple functions, including engineering, procurement, supply chain, operations, finance, legal, and executive stakeholders • Working knowledge of technical manufacturing, engineering services, industrial supply chains, product development, or related technical domains • Ability to understand and discuss manufacturing requirements such as tolerances, materials, production processes, lead times, quality standards, DFM considerations, inspection needs, and supplier qualification • Strong command of enterprise sales methodology, account planning, pipeline management, deal qualification, mutual action plans, and executive-level selling • Comfortable owning a territory or named-account book with high expectations for pipeline creation, deal strategy, forecast integrity, and expansion • Experience selling manufacturing, supply chain, engineering, product development, industrial technology, or production services to enterprise customers • Familiarity with CNC machining, injection molding, sheet metal, urethane casting, additive manufacturing, or precision manufacturing workflows • Prior success selling into aerospace, medical device, robotics, automotive, consumer electronics, industrial equipment, energy, or other engineering-intensive sectors • Experience in displacing incumbent suppliers or introducing a new operating model into conservative manufacturing organizations • Background using MEDDICC, Challenger, Command of the Message, Force Management, or similar enterprise sales frameworks • Experience managing strategic accounts that include both centralized procurement and decentralized engineering demand • Comfort operating in a fast-moving, technology-enabled company where sales, operations, product, and supply teams must work tightly together • Spend over 50% of your time out of the office in front of customers • BS in Engineering or a technical degree preferred.

🏖️ Benefícios

• Competitive medical, dental, and vision insurance • 401K plan • Monthly Virtual Work stipend for things like food, internet, travel, pet care, health and wellness • Annual Education stipend • Parental leave programs • Paid volunteer days • Onboarding setup, including: standing desk, laptop, monitor, and chair, and a stipend for additional items such as headphones, blue light glasses, or any other ergonomic supplies you may want or need • And much, much more!