Mid-Market Expansion Account Executive

Mid-Market Expansion Account Executive

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.

Key Responsibilities

• 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.

• 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.

• 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
• Consumer electronics innovators
• 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.
• Executive relationship development.
• 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.
• Understanding of product development processes including:
• New Product Introduction (NPI)
• Engineering Change Management
• BOM Management
• Product…