Account Executive, GrayMatter Robotics

• In order to comply with the export regulations of the United States Government, it is required that the applicant must fall under one of the following categories: (i) U.S. citizen or national, (ii) U.S. lawful permanent resident (i.e. current green card holder), (iii) Refugee under 8 U.S.C. § 1157, or (iv) Asylee under 8 U.S.C. § 1158
• Bachelor's degree or equivalent years of experience in Business Administration, Marketing, Engineering or related field
• Willingness to generate new leads and travel as much as 75% of the time
• Experience selling to customers in factory automation, manufacturing, or industrial spaces
• 5+ years of industry sales experience
• Proven track record of navigating mid market and enterprise organizations and efficient+repeatable sales motion
• Experience navigating and mapping out multiple stakeholders within complex enterprise client organizations
• Proven track record of meeting and exceeding sales targets while maintaining exceptional negotiation, presentation, and closing skills
• Excellent analytical, problem-solving, verbal and written communication skills. Ability to convey complex technical concepts in a clear and compelling manner
• Familiarity with CRM software and other sales tools such as, but not limited to, HubSpot, ZoomInfo, etc. with the ability to quickly learn and adapt to new technologies
• Ability to thrive in a fast-paced, innovative environment with a willingness to work in a fast-paced environment with quickly changing priorities and constantly evolving technologies
• Must comply with export control requirements, secure work authorization in the United States and maintain ongoing work authorization beginning at the time of hire through the entirety of employment

Desirable

• As an Account Executive, you will join our Sales team to identify and initiate conversations with potential clients while creating
• Lead the sales cycle from generating your own leads or post-SDR prospecting to closing deals, including but not limited to value identifications, business case development, complex organization navigation, negotiations, contract discussions, post-sale follow-up, and expansions/upsells (AEs own the account and any future upsell potential)
• Operate wtih a consultative selling approach in ambiguous customer environments. Work to manage customer requirements that are reasonably aligned with GMRs automation capability and within the limitations of physics of our disruptive product
• Generate new SQLs (Sales Qualified Leads) through outbound efforts
• Engage new leads from the marketing or SDR team with a sense of urgency, conduct needs assessments, and present tailored RaaS (Robotics as a Service) solutions to meet the specific business requirements of the customer, and convert them into SQLs or reject them
• Stay informed about industry trends, market developments, and competitive landscape to identify new business opportunities and areas for growth
• Travel to customer sites (~50%) to meet with prospective clients to build and maintain strong, long-term relationships with key decision-makers and stakeholders in existing accounts. Ensure high levels of client satisfaction and retention
• Have a deep understanding of the products and services offered and effectively communicate their value to existing and prospective customers by finding problem-solution fit
• Relay customer needs back to engineering for future product/feature development with a focus on expansion of owned accounts
• Work closely with cross-functional teams, including marketing, engineering, and customer operations, to ensure seamless delivery of robotic solutions and enhance customer experience
• Diligently maintain accurate records of sales activities, pipeline status, and forecasts - in the CRM - with the goal of optimizing data-driven decision making
• Share knowledge and best practices with sales team members, contributing to their professional development and overall team success