Account Executive, SugarAI

• 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
• 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

• We’re delivering on the original promise of CRM—turning fragmented customer and revenue signals into clear, prioritized action. Instead of more dashboards or surface-level insights, we help teams focus on what matters most and know exactly what to do next
• More than two decades after our founding, we’re entering a new chapter with clarity and momentum—building intelligent, intuitive solutions that work within the flow of how teams actually sell and serve
• We’re focused on solving complex, real-world challenges where relationships, context, and precision make all the difference
• Our global team is united by a shared commitment to impact, ownership, and continuous growth. We create an environment where thoughtful ideas move quickly, where people are trusted to lead, and where flexibility supports how great work gets done
• If you’re excited to help shape what’s next in AI-driven CRM—and build technology that drives real outcomes—we’d love to meet you
• 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
• 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