Senior Account Executive – Strategic Sales

🔥 0 minutes ago

🇺🇸 United States – Remote

💵 $100k / year

⏰ Full Time

🟠 Senior

🧑‍💼 Account Executive

🦅 H1B Visa Sponsor

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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 portfolio of high-potential accounts and map business units, engineering teams, procurement groups, manufacturing decision-makers, executive sponsors, supplier relationships, program timelines, and expansion paths • 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 requirements into commercial value tied to speed-to-market, engineering throughput, supply continuity, working capital efficiency, and total cost of ownership • Partner with applications engineering, sourcing, manufacturing operations, customer success, quality, finance, and leadership to design scalable solutions • Build executive-level relationships and expand accounts across divisions, product lines, geographies, and manufacturing categories • Drive pricing strategy, business cases, proposals, MSAs, supplier onboarding, enterprise agreements, negotiations, and closing • Build qualified pipeline, manage opportunity stages, identify risks early, and maintain forecast accuracy

🎯 Requirements

• 8+ years of B2B sales experience, including 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 to organizations with multi-functional buying decisions involving 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 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 • Experience owning a territory or named-account book with 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, mobility, automotive, consumer electronics, industrial equipment, energy, or other engineering-intensive 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 strategic accounts with centralized procurement and decentralized engineering demand • Comfort operating in a fast-moving, technology-enabled company where sales, operations, product, and supply teams work tightly together • Spend over 50% of your time out of the office in front of customers

🏖️ Benefits

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