Sr. Account Executive

Location:

Remote/This person can expect to travel up to 50% of the time to client facilities, trade shows, and to our headquarters in Santa Barbara, CA.

Come build with us. In this role, you will land and expand large, multi-site, multi-application enterprise software (SaaS + AI) deals, taking ATLAS from a first facility to an enterprise standard across cold storage, food & beverage, and / or other emerging heavy industry / processing verticals.

We’re hiring: A seasoned enterprise seller who has closed large, complex software deals with VP and C-suite buyers, leads a full deal team of Solutions Engineers, Industry Principals, and BDRs, and sells on quantified business value, not features.

This role reports to:
Chief Revenue Officer (CRO)

What you’ll be doing:

• Own a named account list of 15–20 strategic enterprises across cold storage, food & beverage and / or other emerging heavy / process industrials with a clear plan to land, expand, and standardize each one.
• Sell across our four product groups, Software Defined Controls, Physical AI, Advanced Process Control, and Energy AI, building multi-application deals rather than single-product transactions.
• Grow accounts from initial sites to mutlit-site portfolio-wide rollouts through a multi-year account plan tied to customer capital cycles and corporate operations.
• Partner with the BDR team on targeted, account-based outreach into priority accounts, and turn it into a qualified pipeline.

• Lead with insight: bring a Challenger point of view on how software-defined automation and AI change plant performance, and reframe how customers think about controls, throughput, yield, energy, and risk - plant level selling as well and enterprise level selling
• Co-build quantified business cases with the customer (throughput, yield, energy cost, uptime, labor, safety, and emissions) and tie them to the metrics the COO and CFO own.
• Map the full buying committee (Operations, Engineering, Controls & Automation, Energy & Sustainability, Finance, Procurement, IT/OT, and the C-suite) and develop champions and executive sponsors at the corporate, regional, and site levels.
• Sell at the VP to C-suite level, and work across finance, procurement, legal, and IT/OT security to clear the path to signature.
• Lead credible executive conversations about industrial AI: how it works, how it is governed, where humans stay in the loop, and how it delivers measurable, safe outcomes on the plant floor.

• Quarterback the deal team: direct Solutions Engineers on discovery, technical validation, and demos; bring in Industry Principals for domain credibility and executive conversations; coordinate BDRs, Deal Desk, Legal, and Implementation.
• Potential to Co-sell with system integrators, OEMs, and other resellers where they help land, grow and / or accelerate a deal.
• Run complex 6–18 month sales cycles with a mutual action plan, rigorous qualification, and clear exit criteria at every stage.
• Structure and negotiate multi-million-dollar, multi-year software and services agreements, including enterprise frameworks, pilot-to-rollout terms, and Cap Ex/OpEx considerations.

• Keep Hub Spot (CRM) clean, current, and complete (stages, next steps, stakeholders, close dates, and value) so the pipeline and forecast reflect reality.
• Build and maintain 3x+ pipeline coverage, forecast accurately, and call your number with confidence.
• Partner with Customer Success and Account Management after signature to drive adoption, value realization, and referenceability that fuel the next expansion and renewal.
• Feed market insight, objections, and competitive intel back to Marketing, Product, and…