Account Executive – SMB

CAI Software, LLC

. We are seeking a driven, results-oriented Account Executive - SMB to support the next phase of growth within CAI Software.

Posted 5/6/2026full-timeSalt Lake City • Utah • 🇺🇸 United StatesMid-LevelSeniorWebsite

About the role

Key responsibilities & impact

We are seeking a driven, results-oriented Account Executive - SMB to support the next phase of growth within CAI Software.
This role is responsible for net-new logo acquisition, as well as, expansion of existing Small and Mid-size customers, working closely with Customer Success.
Own and consistently meet or exceed an assigned 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 SMB 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.
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.
Lead land-and-expand strategies within SMB accounts, identifying opportunities for additional sites, locations, use cases, and cross-sell/upsell expansion.
Maintain executive relationships to unlock incremental budget and expansion opportunities over time.
Work cross-functionally with Marketing, Product, Services, and Customer Success to drive coordinated enterprise account strategies.
Provide structured feedback from the field to influence product roadmap, messaging, and go-to-market strategy.
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.

Requirements

What you’ll need

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 approximately 10% of the time.
Preferred Experience selling into process, discrete or print/packaging manufacturing environments
Background in manufacturing, food & beverage, industrial, automotive, aerospace or operational software
Experience partnering with Customer Success for account expansion
Familiarity with operational, plant-floor, or compliance-driven use cases.

Benefits

Comp & perks

Health insurance
401(k) matching
Flexible work hours
Paid time off
Remote work options

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

B2B salespipeline generationconsultative sellingaccount-based strategiesterritory strategydeal progressionsales forecastingcross-sellupsellexecutive presentations

Soft Skills

results-orientedself-starterownershipaccountabilitydrivestakeholder engagementrelationship buildingcommunicationinfluencecollaboration