Senior Account Executive – Key Accounts

🔥 0 minutes ago

🇺🇸 United States – Remote

💵 $100k / year

⏰ Full Time

🟠 Senior

🧑‍💼 Account Executive

🦅 H1B Visa Sponsor

This company has sponsored H1B visas in the past.

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Fictiv

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 2013

🚘 Automotive

📦 Logistics

🏥 Healthcare

💰 $100M Series E on 2022-05

Automotive • Logistics • Healthcare

Fictiv is a digital manufacturing platform that focuses on eliminating bottlenecks in new product development by providing an integrated network of people, processes, and platforms for sourcing custom parts. It offers a wide range of manufacturing capabilities, including CNC machining, injection molding, 3D printing, and more. Fictiv serves various industries such as aerospace, automotive, consumer products, medical, and robotics, aiming to accelerate development times and improve the quality of parts while providing transparency and control through instant quoting and order tracking.

📋 Description

• Develop and execute strategic account plans for large enterprise targets • Own a defined portfolio of high-potential accounts and map business units, engineering teams, procurement groups, manufacturing decision-makers, executive sponsors, incumbent supplier relationships, program timelines, and expansion paths • Create and progress complex, multi-stakeholder opportunities across prototype, NPI, low-volume production, bridge production, and supply-chain resiliency use cases • Navigate engineering validation, supplier qualification, procurement scrutiny, legal review, quality requirements, and executive approval • Translate manufacturing challenges involving CNC machining, injection molding, sheet metal fabrication, additive manufacturing, tolerances, materials, inspection, DFM, lead times, cost drivers, and production risk into business value • Lead cross-functional deal orchestration with applications engineering, sourcing, manufacturing operations, customer success, quality, finance, and leadership • Build executive-level relationships and expansion pathways across divisions, product lines, geographies, and manufacturing categories • Own commercial strategy, pricing, business cases, proposals, MSAs, supplier onboarding, enterprise agreements, negotiations, and closing • Maintain rigorous pipeline discipline, opportunity-stage management, risk visibility, and forecast accuracy

🎯 Requirements

• 8+ years of B2B sales experience, including 5+ years selling complex technical solutions into enterprise or strategic accounts • Demonstrated success closing and expanding six- and seven-figure ACV opportunities, with direct involvement in multi-million-dollar account growth • Consistent record of meeting or exceeding quota in a long-cycle, consultative sales environment • Experience selling into organizations where buying decisions span engineering, procurement, supply chain, operations, finance, legal, and executive stakeholders • Working knowledge of technical manufacturing, engineering services, industrial supply chains, or product development, including tolerances, materials, processes, lead times, quality standards, DFM, inspection, 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 expectations for pipeline creation, deal strategy, forecast integrity, and expansion • Able to spend 50%+ of time out of the office, in front of 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, mobility, automotive, consumer electronics, industrial equipment, or energy sectors • Experience 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 accounts with centralized procurement and decentralized engineering demand • BS in Engineering or a technical degree is preferred

🏖️ Benefits

• Competitive medical, dental, and vision insurance • 401K plan • Paid volunteer days