[Hiring] Senior Account Executive @CrossnoKaye

Role Description

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.

This role reports to: Chief Revenue Officer (CRO)

What you’ll be doing:

• Enterprise Land & Expand
  • 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 multi-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.
• Value Selling & Executive Engagement
  • 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.
  • Co-build quantified business cases with the customer and tie them to the metrics the COO and CFO own.
  • Map the full buying committee 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 and how it delivers measurable, safe outcomes on the plant floor.
• Team Selling & Deal Leadership
  • Quarterback the deal team: direct Solutions Engineers on discovery, technical validation, and demos; bring in Industry Principals for domain credibility and executive conversations.
  • 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.
• Pipeline, Forecast & Internal Alignment
  • Keep HubSpot (CRM) clean, current, and complete 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.
  • Feed market insight, objections, and competitive intel back to Marketing, Product, and leadership.

Qualifications

• 10+ years of B2B sales experience, including 7+ years closing enterprise software into large, multi-site industrial or operationally complex organizations.
• Proven land-and-expand results selling to VP and C-suite buyers.
• Mastery of team selling, grounded in The Challenger Sale, Value Selling, and Mastering the Complex Sale.
• Executive presence in the room and on the page.
• Technical fluency with controls, automation, and process optimization.
• AI-fluent seller: uses AI tools daily to enhance productivity.
• Willingness to travel up to 50% and comfort visiting customer sites.

Requirements

• A builder mindset, with experience refining a sales motion or enterprise playbook.
• Experience selling for an industrial automation, controls, advanced process control, or industrial AI software company.
• Direct selling experience in cold storage, food & beverage, and/or other emerging heavy or process industrials.
• An established network among operations, engineering, controls, and energy leaders in these sectors.
• Familiarity with APC/MPC, DCS/PLC/SCADA, industrial energy management, or OT/IT integration.
• An engineering or technical degree, or equivalent practical experience.
• Experience with HubSpot (CRM).

Benefits

• Competitive salary with equity opportunities.
• Health, dental, vision insurance.
• Wellness allowances.
• 401(k) plan and parental leave.
• Untracked PTO and sick days.
• Cell phone reimbursements and other perks.

Company Description

At CrossnoKaye, we're building the first-ever operating system for heavy industries, revolutionizing how they operate and bringing them into the digital age. Our platform, ATLAS, unifies operational data, deploys AI-driven intelligence through AURA, and delivers Advanced Process Control at portfolio scale.

We are an equal opportunity employer and we welcome applications from all backgrounds. We seek to build a diverse pool of applicants that will help to push our company forward.