Account Executive - SMB

CAI Software builds digital work execution platforms and software solutions that help manufacturing businesses operate with greater clarity and control. Our people bring structure to complexity by replacing fragmented, paper-based processes with connected digital workflows that improve visibility, compliance, and decision-making in real industrial environments. With 45+ years of experience and a presence across 10+ countries, CAI combines deep industry understanding with practical technology.

Our team consists of ~800 employees worldwide who work across 15 core industries and support 5,000+ customers, guided by sound judgment, long-term thinking, and outcomes that endure.

CAI Business Units and the Markets We Serve

CAI Software is organized into three business units - Graphic Communications, Process Manufacturing, and Discrete Manufacturing – aligned to the markets we serve. This structure allows our teams to stay close to customer needs while operating with the scale and support of a global software company.

What You’ll Do

We are seeking a driven, results-oriented Account Executive - SMB to support the next phase of growth within CAI Software. This role is responsible for net-new logo acquisition, as well as, expansion of existing Small and Mid-size customers, working closely with Customer Success.

The ideal candidate is self-motivated, hungry for growth, and comfortable running complex sales cycles across operational, technical, and executive stakeholders. This is a hands-on role for a seller who thrives on outbound prospecting, values inbound opportunities, and is energized by engaging customers directly, both virtually and onsite.

• Own and consistently meet or exceed an assigned revenue quota for the North America territory, with a proven track record of closing 6- and 7-figure deals
• Execute a territory strategy focused on net-new logo acquisition and land-and-expand growth within strategic enterprise accounts
• Operate as a true hunter, generating a significant portion of pipeline through outbound prospecting, executive outreach, and targeted account-based strategies, while effectively managing inbound demand
• Lead and manage complex, multi-threaded SMB sales cycles, navigating procurement, legal, security, and executive decision-makers
• Create urgency and momentum by tying solutions to measurable business outcomes, including operational efficiency, compliance, scalability, and ROI
• Position value-based solutions that drive tangible results and accelerate time to value for customers
• Build, qualify, and maintain a robust, self-sourced pipeline aligned to enterprise growth targets
• Forecast accurately and consistently, managing opportunities through defined sales stages with disciplined deal inspection
• Drive deal progression by establishing clear next steps, mutual action plans, and executive alignment
• Confidently navigate complex, multi-stakeholder decision processes and remove blockers to close

• Lead land-and-expand strategies within SMB accounts, identifying opportunities for additional sites, locations, use cases, and cross-sell/upsell expansion
• Partner closely with Customer Success Managers (CSMs) to expand footprint, support renewals, and drive long-term account growth
• Maintain executive relationships to unlock incremental budget and expansion opportunities over time
• Work cross-functionally with Marketing, Product, Services, and Customer Success to drive coordinated enterprise account strategies
• Align sales execution with onboarding, delivery, and customer success outcomes to ensure successful deployments and expansion
• Provide structured feedback from the field to influence product roadmap, messaging, and go-to-market strategy
• Engage and influence stakeholders across operations, manufacturing, IT, quality, procurement, and executive leadership
• Lead high-impact discovery sessions, executive presentations, demos, and onsite meetings as required
• Travel to customer locations to support deal progression, executive alignment, and long-term relationship building

What We’re Looking For

• 5+ years of full life-cycle B2B sales experience, preferably SMB to Mid Market
• Proven ability to close complex, consultative deals
• Strong outbound prospecting and pipeline generation skills
• Experience managing inbound leads alongside outbound efforts
• Self-starter with strong ownership, accountability, and drive
• Comfortable engaging multiple stakeholders across an organization
• Ability and willingness to travel to customer sites as needed approximately 10% of the time.

• Experience selling into process, discrete or print/packaging manufacturing environments
• Background in manufacturing, food & beverage, industrial, automotive, aerospace or operational software
• Experience partnering with Customer Success for account expansion
• Familiarity with operational, plant-floor, or compliance-driven use cases

• High-impact role with ownership of a North American enterprise territory
• Competitive…