Account Director – SMB
CAI Software, LLC
full-time
Posted on:
Location Type: Hybrid
Location: Salt Lake City • Utah • United States
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Job Level
About the role
- Responsible for net-new logo acquisition and expansion of existing Small and Mid-size customers
- Meet or exceed assigned revenue quota for the North America territory
- Execute territory strategy focused on net-new logo acquisition and land-and-expand growth
- Operate as a true hunter, generating pipeline through outbound prospecting and account-based strategies
- Lead and manage complex, multi-threaded SMB sales cycles
- Create urgency and momentum by tying solutions to measurable business outcomes
- Build, qualify, and maintain a robust, self-sourced pipeline
- Forecast accurately and consistently, managing opportunities through defined sales stages
- Lead land-and-expand strategies within SMB accounts
- Work cross-functionally with Marketing, Product, Services, and Customer Success
Requirements
- 5+ years of B2B sales experience, preferably SMB to 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
Benefits
- 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
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
B2B salespipeline generationaccount-based strategiessales forecastingconsultative sellingland-and-expand strategiesoutbound prospectinginbound lead managementcomplex sales cyclescustomer engagement
Soft Skills
self-starterownershipaccountabilitydrivecross-functional collaborationstakeholder engagementcommunicationurgency creationmomentum buildingrelationship management