Account Executive – Strategic Accounts; Expansion), Manufacturing – Remote

Job Description

Ultimo is an industry‑leading SaaS EAM platform used by more than 2,000 organizations worldwide to maximise uptime, control costs, and operate safely. The platform is modular, scalable, and deeply embedded in operational environments—from manufacturing plants and production lines to logistics fleets and critical infrastructure. Ultimo is part of IFS, a global enterprise software company with over 6,000 employees.

You’ll inherit a portfolio of commercial accounts that already use Ultimo and expand those relationships across business units, sites, and product modules, turning initial deployments into enterprise‑wide adoption.

EAM is a core strategic focus for IFS, and IFS has invested to accelerate North American growth. The role offers a clear opportunity to shape how the U.S. market scales.

• Warm accounts with real expansion potential
• No fixed playbook—you’ll help shape how expansion is done
• Impactful deals completed within quarters
• Visible career impact as you build the U.S. growth engine

As a Senior Account Executive, you will:

• Own and grow a portfolio of install‑base accounts
• Strategically focus on top accounts
• Build and execute account expansion strategies based on operational insight
• Identify opportunities across plants, sites, and business units
• Lead upsell and cross‑sell sales cycles end‑to‑end
• Engage operations leaders, IT, procurement, and C‑level stakeholders
• Drive value‑led, consultative sales conversations
• Collaborate closely with EU sales, Customer Success, and Pre‑Sales
• Help shape US–EU collaboration in practice

• High autonomy and ownership
• Direct access to leadership
• Expectation to take initiative and improve processes
• CRM‑driven environment with clear pipeline and forecasting expectations

• Proven success growing install‑base / expansion accounts in SaaS or enterprise software
• Experience selling into manufacturing, industrial, or asset‑intensive environments (or adjacent sectors)
• Ability to create pipeline within existing accounts
• Strong diagnostic discovery and value‑based selling capability
• Confidence navigating complex, multi‑stakeholder organisations
• Strong commercial judgement and deal ownership
• High ownership mindset and bias toward action

Experience with asset management, CMMS, or operational software is a strong plus.

• Salary range: $125,000 to $150,000 plus 100% variable compensation, uncapped
• Flexible paid time off, including sick and holiday
• Medical, dental, and vision insurance
• 401(k) with company contribution
• Flexible spending accounts
• Life insurance and disability benefits
• Tuition assistance
• Community involvement and volunteering events

This is strategic account expansion within a proven customer base. If you’re motivated by ownership, commercial impact, and the opportunity to build something meaningful in the U.S. market, we’d love to hear from you.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran. VEVRAA Federal Contractor, Equal Opportunity Employer.