What you’ll do
The Enterprise Account Executive will work with Instrumental’s growing sales team and CEO to grow our enterprise customer base and iterate on our sales process. While you won’t be starting from scratch, our team is early, scrappy, and entrepreneurial. We believe in ownership at Instrumental, and Account Executives own their pipelines. While they are supported by a marketing team and a solutions architect team – Account Executives spend 40-50% of their time prospecting. The reward is the experience of iterating on and building an enterprise sales process that delights our customers and accelerates our growth. While some meetings can be done via video conference, this role will definitely involve field sales as you build relationships with our customers to understand their challenges. We are looking for an experienced sales candidate who has successfully sold a technical product to our personas: mechanical and manufacturing engineers at electronics brands and manufacturers.
Manufacturing makes up half of the world's GDP. 20% of every dollar spent is wasted on things like scrap, rework, product returns, mistakes, experiments, and underutilized human resources – because, simply: it's too hard to solve problems in manufacturing. Instrumental is a software product that enables hardware brands to get access to their manufacturing data to accelerate their product development and maintain control in production. We have a complex sale to medium and large brands (we only rarely sell to manufacturers), often with more than four stakeholders. By necessity, we’re innovating a new way to sell technology into the manufacturing sector – with short sales cycles, lightning fast implementation, and significant upsell within the first 12 months of working with a new customer. We’re looking for someone who is excited about the opportunity to be part of a foundational sales team. Our buyer is technical, no-nonsense, hates subscription products, and is tolerant to high amounts of pain. The product works and we have an enviable list of customers who are each rapidly expanding use of Instrumental.
We’re looking for someone who:
- Has sold a technical product to our stakeholders in the electronics manufacturing space: engineers designing and building new devices
- Has 4+ years of account executive experience with a successful track record
- Is a good prospector and willing to put in the work
- Operates with urgency and has attention to detail
- Excels at the consultative sale and a demonstrated ability to deeply understand customer needs and their organizations
- Is energized by the challenge of defining a new category of manufacturing software
- Plays to win
All candidates must have an unrestricted right to work in the U.S.