Account Executive, SugarAI

• 5+ years of experience in a quota-carrying, outbound sales role within SaaS or manufacturing technology, with a strong emphasis on net-new logo acquisition
• Consistent track record of exceeding sales quotas and delivering predictable, high-quality results in enterprise sales environments
• Demonstrated success navigating complex, multi-stakeholder sales cycles involving solutions that span multiple business functions
• Strong executive-level discovery and qualification skills, with the ability to align solutions to strategic business priorities
• Advanced pipeline generation and management capabilities, with high accuracy in forecasting and disciplined CRM usage
• Formal training or certification in a recognized sales methodology (e.g., value-based, consultative, or solution selling) with consistent application
• Highly self-directed and accountable, with the ability to thrive in fast-moving, high-growth environments requiring resilience, adaptability, and ownership of results

Desirable

• The Account Executive is a highly driven, net-new business hunter responsible for generating revenue growth within an assigned North America territory.
• This role focuses on proactive outbound prospecting, building pipeline, and closing complex, multi-stakeholder SaaS deals within manufacturing and related industries.
• The ideal candidate combines disciplined sales execution with strong strategic thinking, leading executive-level discovery, positioning value-based solutions, and navigating full sales cycles with precision.
• Success in this role requires a self-directed, resilient team player who thrives in a fast-paced, high-growth environment, demonstrates ownership of results, and collaborates effectively across cross-functional teams to deliver a seamless customer experience
• Own and deliver against annual sales targets within an assigned North America territory, with full accountability for net-new revenue generation and account growth
• Develop and execute strategic territory and account plans to expand the customer base and drive pipeline creation
• Manage the full sales cycle from prospecting through close, maintaining control and momentum across complex, multi-stakeholder deals
• Partner closely with Business Development and Marketing to align on target accounts, messaging, and outbound strategy; actively participate in outreach and meeting execution
• Lead discovery, qualification, and solution positioning with executive stakeholders, establishing clear objectives and advancing opportunities effectively
• Organize and deliver tailored solution demonstrations, including functional overviews and coordinated deep dives with subject matter experts as needed
• Collaborate cross-functionally with product, engineering, marketing, customer success, and professional services to align on customer needs and ensure successful deal execution
• Partner with professional services to define scope, success criteria, and delivery expectations for customer engagements
• Maintain a deep understanding of the company’s solutions, services, and competitive positioning, effectively articulating key differentiators in the market
• Travel, as needed, to support team and individual goals