[Hiring] Account Executive @CAI Software, LLC

Role Description

We are seeking a driven, results-oriented Account Executive to support the next phase of growth within our business. This role is responsible for net-new logo acquisition as well as expansion of existing SMB and MidMarket customers within the Icelandic region, 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.

Key Responsibilities

• Sales Strategy & Execution
  • Own and consistently meet or exceed an assigned MidMarket revenue quota for the Iceland and EMEA territory, with a proven track record of closing SMB and Mid Market deals.
  • Execute a territory strategy focused on net-new logo acquisition and land-and-expand growth within strategic MidMarket 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 MidMarket 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.
• Pipeline Management & Forecasting
  • Build, qualify, and maintain a robust, self-sourced pipeline aligned to MidMarket 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.
• Account Expansion & Customer Growth
  • Lead land-and-expand strategies within MidMarket 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.
• Collaboration & Alignment
  • Work cross-functionally with Marketing, Product, Services, and Customer Success to drive coordinated MidMarket 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.
• Customer Engagement
  • 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.

Qualifications

• 5+ years of B2B sales experience, preferably MidMarket software (SaaS, ERP, etc.).
• 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.

Preferred Qualifications

• Experience selling into manufacturing environments.
• Experience partnering with Customer Success for account expansion.
• Familiarity with operational, plant-floor, or compliance-driven use cases.

Benefits

• High-impact role with ownership of an Icelandic and potential EMEA MidMarket territory.
• Competitive compensation with strong upside for performance.
• Opportunity to sell into mission-critical manufacturing environments.
• Clear career growth path within a scaling sales organization.
• Collaborative, execution-focused culture.