Strategic Account Executive
CAI Software, LLC
full-time
Posted on:
Location Type: Remote
Location: Pennsylvania • United States
Visit company websiteExplore more
About the role
- Lead the end-to-end SaaS sales process, from initial discovery and qualification to negotiation and closing.
- Self-source ~50% of your total pipeline to drive $1M+ in annual sales (approximately 12–15 closed deals per year).
- Build relationships with VP-level decision-makers across Operations, Quality, Finance, and Engineering.
- Execute against the MEDDPICC qualification framework and utilize Mutual Action Plans to ensure deal velocity.
- Lead with ShopVue MES as the primary solution, utilizing the broader CAI toolkit for opportunistic secondary motions.
- Consistently meet or exceed monthly and annual individual revenue targets.
- Attain the weekly "375 Club" performance standard (calculated as 25 points per meeting and 1 point per prospecting dial).
- Maintain meticulous CRM accuracy and high-quality data within the defined deal stages.
- Advance opportunities through the funnel with a focus on shortening the sales cycle without compromising deal quality.
Requirements
- 5–10 years of full-cycle B2B SaaS sales experience, with a proven track record of meeting or exceeding quotas.
- Experience closing mid-market to enterprise-level deals, ideally within Aerospace or other complex, highly regulated manufacturing sectors.
- Comfortable with a sales motion that requires heavy prospecting and a high degree of self-sourced pipeline generation.
- Proficient with GenAI tools (e.g., ChatGPT) and modern sales tech stacks to gain a competitive advantage in sourcing and closing business.
- Skilled in active listening, strategic questioning, and objection handling.
- Bachelor’s Degree preferred.
Benefits
- Competitive base salary and a rewarding commission structure.
- Comprehensive benefits package including Health, Life, and Disability insurance.
- 401(k) plan and opportunities for continuing education.
- A remote-first work culture built on innovation and user-centric design.
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
B2B SaaS salesfull-cycle salesMEDDPICC qualification frameworkMutual Action Planspipeline generationclosing dealsCRM accuracysales cycle managementquota attainmentdeal negotiation
Soft skills
relationship buildingactive listeningstrategic questioningobjection handlingself-motivationcommunicationnegotiationproblem-solvingtime managementadaptability