Enterprise Account Director

CAI is a leading provider of digital work execution platforms designed to enhance operational efficiency and drive productivity in industrial environments. CAIs platform leverages advanced technology to convert complex paper-based procedures into streamlined digital workflows. By enabling real-time data collection and integration CAI facilitates greater visibility into work processes allowing organizations to make informed decisions optimize performance and ensure compliance.

In addition to robust workflow management capabilities CAI emphasizes data-driven insights to foster continuous improvement. CAIs solutions are tailored to address the unique challenges of industries such as manufacturing energy and pharmaceuticals helping organizations achieve higher operational standards and reduce costs. With a commitment to innovation and user-centric design CAI empowers businesses to transition from traditional practices to a modern digital approach driving growth and enhancing efficiency.

About the Role

We are seeking a driven results-oriented Enterprise Account Director to support the next phase of growth within our Process Manufacturing business. This role is responsible for net-new logo acquisition as well as expansion of existing enterprise 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.

Key Responsibilities

Sales Strategy & Execution

• Own and consistently meet or exceed an assigned Enterprise 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 enterprise 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 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

Account Expansion & Customer Growth

• Lead land-and-expand strategies within enterprise 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 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

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

Required

• 5 years of B2B sales experience preferably enterprise or 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

Preferred

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

What We Offer

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

CAI Software is an EEO/Veterans/Disabled employer.

Equal Employment Opportunity

CAI Softwareis an Equal Opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All qualified applicants will receive consideration for employment without regard to race color national origin age sex (including pregnancy sexual orientation and gender identity or expression) religion disability genetic information marital status veteran status or any other basis protected by local state or federal law.

Disability Accommodation

CAI Softwareendeavors to make reasonable accommodations for applicants with disabilities and disabled veterans pursuant to applicable federal and state law. If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process or are limited in the ability or unable to access or use the online application process and need an alternative method for applying please contact us at or send an e-mail with your specific accommodation request.

Work Authorization

Applicants must be authorized to work in the United States. CAI Software does not unlawfully discriminate on the basis of citizenship or immigration status in accordance with theImmigration Reform and Control Act of 1986 (IRCA).

Pay Transparency Nondiscrimination

CAI Softwarewill not discharge or in any other manner discriminate against employees or applicants because they have inquired about discussed or disclosed their own pay or the pay of another employee or applicant. However employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information unless the disclosure is (a) in response to a formal complaint or charge (b) in furtherance of an investigation proceeding hearing or action including an investigation conducted by the employer or (c) consistent with the contractors legal duty to furnish information. 41 CFR 60-1.35(c).

Required Experience:

Director