Account Executive, Instrumental
$110-150k
This position is additionally eligible for substantial variable incentives representing up to 50% of overall on-target earnings
Office located in Palo Alto, CA
Vision-powered AI to detect manufacturing anomalies
Open for applications
Vision-powered AI to detect manufacturing anomalies
21-100 employees
Open for applications
$110-150k
This position is additionally eligible for substantial variable incentives representing up to 50% of overall on-target earnings
Office located in Palo Alto, CA
21-100 employees
Company mission
To empower manufacturing teams to solve problems faster with the right data, at the right resolution, in front of the right people, in real time.
Role
Who you are
- The right person for this role loves hardware engineering and electronics manufacturing
- Helping our customers improve efficiency, reduce waste, and improve their bottom line is exciting for you
- Has 6+ years of demonstrated personal success selling engineering or manufacturing software into new logo multinational companies in multiple executive stakeholder deals, 6-9 month sales cycles, and 6-7 figure contract sizes
- Loves the building stage of startups and brings experience finding new paths to success: rolling up their sleeves, and hitting the phone – all with startup urgency
- You are a heat-seeking missile for customer needs and derive great satisfaction from the journey of solving customer problems with technology
- You are an adaptable and resourceful hunter. If something doesn’t exist, you’ll build it. If a customer has an objection, you’ll figure out how to deliver the right business case. If you don’t have enough in your pipeline, you’ll fill it
- Prefers to get in front of customers face-to-face and is willing to travel to do so
- Has experience selling or working with manufacturing data, digital transformation, analytics, and/or verticalized AI to technical buyers
- Prior specialized experience in selling manufacturing software, or into the high-tech electronics, industrial electronics, automotive Tier 2/3s, or aerospace & defense space
What the job involves
- We’re looking for an Account Executive who owns their business: you work hard and work smart
- You take ownership of your pipeline by doing your own prospecting, asking great questions, listening, and delivering ROI cases to executives
- You’ll be selling an AI product that works: it demos well and provides significant value in the right use cases
- We are still operating in a blue ocean without, without a clear categorization of our solution nor competition, and are solving real-world problems that no other solutions in the market today can address
- You can confidently sell knowing that once the deal is closed, your customer will realize value within the first 90 days
- Building your own book of business: This means you believe that only you are accountable for your own pipeline generation. We will help set you up for success with tools, marketing, and support - this role is focused on working with net new customers, not existing ones
- This means you must be ready to spend 25% of your time making cold calls. We use a parallel dialer to make this efficient
- Developing business cases: We sell value – our team always calculates return on investment when developing a proposal with a customer
- Listening to your customers and qualifying opportunities: You will collect information from multiple stakeholders on what key business objectives are and where there are opportunities for improvement
- Selling as a team: While you own and operate the sales cycle with new customers, Marketing, Solutions Architects, Customer Success, TPMs and Product Managers all work together to deliver value to our customers
- Finding new paths: We are a growing organization delivering new technology into an industry that is undergoing constant change
- Contracts, infosec & finance: Closing deals requires partnering with your customers’ finance, legal, and IT teams
Our take
Inefficiencies in manufacturing are widespread and costly, approximately to the tune of $8 trillion. Instrumental is a company improving the speed and quality of electronics hardware manufacturing through software identifying defects, cutting waste, work, development times, and improving communication and collaboration across organizations.
It opted for a “continuous scale” style contract with manufacturers, allowing the possibility to charge more based on volume, rather than renegotiating during annual renewal periods. Moreover, electronics is a huge global market, and Instrumental have been careful to offer solutions that work with high manufacture but low internet-connectivity facilities, like many in China.
The company closed a round of series C funding, which will be used to expand research development for new products. With brands including Axon, Bose, Cisco, and SolarEdge using Instrumental's cloud platform and AI already, it is likely this list will expand following investment.
Freddie
Company Specialist at Welcome to the Jungle
Insights
52% employee growth in 12 months
Company
Funding (last 2 of 4 rounds)
Feb 2022
$50m
SERIES C
Jul 2020
$20m
SERIES B
Total funding: $80.3m
Company benefits
- Work from home opportunities
Company HQ
Palo Alto, CA
Articles
Leadership
Studied Mechanical Engineering at Stanford. Was a Mechanical Engineering Intern at D2M. Worked at Apple for over 5 years, promoted from iPod Product Design Engineer to Apple Watch System Product Design Lead & Manager.
Samuel Weiss
(CTO)Studied Mechanical Engineering at Stanford, and MIT. Was a Design Consultant at Cues Inc. Interned in iPod Product Design at Apple. Was a Mechanical Engineering Intern for Joby Energy. Was a Product Design Engineer for Apple Watch.
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