Remote Account Executive

POSITION OVERVIEW

We are seeking an experienced Remote Account Executive – Installed Base to manage and grow relationships within an established customer portfolio.

This is a remote, relationship-driven sales position focused on expanding business within existing accounts, identifying upsell and cross-sell opportunities, managing complex sales cycles, and developing strong relationships with key business and executive stakeholders.

The Account Executive will work remotely while partnering closely with Pre-Sales, Professional Services, Marketing, Engagement Management, and Sales Leadership to develop account strategies, identify customer needs, and deliver solutions that support customers' business objectives.

PRIMARY OBJECTIVES

• Achieve annual sales quotas and revenue objectives.
• Manage complex sales cycles across an assigned geographic territory and existing customer base.
• Develop strong relationships with key customer stakeholders, including C-level executives.
• Expand software, technology solutions, and professional services within existing accounts.
• Identify and develop upsell and cross-sell opportunities.
• Build long-term, strategic customer relationships.
• Maintain a healthy sales pipeline aligned with quota expectations.
• Increase customer satisfaction, retention, referrals, testimonials, and reference opportunities.

KEY RESPONSIBILITIES

Account Management & Sales

• Manage, retain, and grow an assigned portfolio of existing customers.
• Promote and sell software solutions, technology products, and related professional services.
• Conduct regular virtual customer meetings, sales calls, and follow-up activities.
• Meet with strategic accounts through virtual and in-person customer engagements.
• Identify and qualify new business opportunities within existing customer accounts.
• Develop and execute account plans for strategic customers.
• Develop a strong understanding of each customer's business, organizational structure, operating environment, challenges, priorities, and requirements.
• Build relationships across multiple levels of customer organizations, from functional leaders to executive management.
• Manage opportunities through the complete sales cycle, from qualification through close.
• Prepare accurate sales forecasts and maintain visibility into pipeline progression.
• Maintain accurate and timely CRM records, including account information, activities, contacts, opportunities, and forecasts.

Sales Strategy & Cross-Functional Collaboration

• Develop and execute account strategies in collaboration with Pre-Sales, Professional Services, Marketing, Engagement Managers, and Sales Leadership.
• Partner with internal teams to identify and position the appropriate technology and service solutions for each customer.
• Collaborate on sales orders, proposals, Statements of Work (SOWs), project plans, and related customer documentation.
• Assist in developing customer proposals, presentations, and business cases.
• Participate in business reviews and pipeline discussions with Sales Leadership.
• Maintain strong internal and external relationships across strategic accounts.
• Support Professional Services engagements throughout the customer lifecycle.

Customer Engagement & Business Development

• Lead virtual and in-person customer meetings, presentations, demonstrations, and solution discussions.
• Develop and deliver presentations to executive and C-suite audiences.
• Execute customer outreach and account-development strategies.
• Partner with customer executives, functional leaders, and other key stakeholders to identify business needs and opportunities.
• Increase awareness, adoption, and utilization of available products and services across the existing customer base.
• Identify opportunities for customer referrals, testimonials, case studies, and reference accounts.
• Develop and maintain strong customer advocacy and reference relationships.

REQUIRED EXPERIENCE & QUALIFICATIONS

• 5+ years of experience in technology, software, or B2B solution sales.
• Strong understanding of manufacturing processes and business environments.
• Demonstrated success managing and expanding existing customer accounts.
• Proven experience managing complex B2B technology or software sales cycles.
• Track record of developing relationships with senior executives and C-level decision-makers.
• Strong customer-facing and consultative selling experience.
• Excellent verbal, written, presentation, and interpersonal communication skills.
• Strong organizational and time-management abilities.
• Demonstrated ability to manage a sales pipeline and accurately forecast revenue.
• Experience using CRM systems to manage account activity, opportunities, contacts, and forecasts.
• Ability to work effectively and independently in a remote environment.
• Ability to collaborate effectively with geographically distributed sales, technical, consulting, and professional services teams.

PREFERRED EXPERIENCE

• Experience selling software or technology solutions to manufacturing organizations.
• Experience working for or selling on behalf of technology, software, consulting, or professional services organizations.
• Experience with software implementation, deployment, project management, or technical support organizations.
• Understanding of business and IT applications across multiple industry verticals.
• Experience collaborating with Professional Services, implementation, consulting, or customer success teams.
• Experience managing enterprise or strategic accounts.
• Previous experience working successfully in a remote sales environment.

SUCCESS METRICS

Success in this role will be measured by:

• Achievement of annual sales quota and revenue targets.
• Revenue growth within existing customer accounts.
• Expansion of products, software, and services within the installed base.
• Development and maintenance of a healthy sales pipeline.
• Customer retention and satisfaction.
• Growth in strategic account relationships.
• Customer referrals, testimonials, case studies, and reference accounts.
• Effective utilization and coordination of Sales, Pre-Sales, and Professional Services resources.
• Accurate forecasting and CRM management.
• Continued development of relevant technology, manufacturing, and industry expertise.

REMOTE WORK & TRAVEL REQUIREMENTS

• Remote position with the ability to work effectively from a home office.
• Ability to travel throughout an assigned multi-state territory as required.
• Valid driver's license and ability to travel to customer locations.
• Ability to conduct regular virtual and in-person customer meetings.
• Ability to maintain a productive and professional remote work environment.
• Ability to sit and work at a computer for extended periods.
• Ability to drive for extended periods when required.
• Ability to lift approximately 20 pounds when necessary.
• Reasonable accommodations may be provided for individuals with disabilities.

COMPENSATION & REPORTING

• Salaried, exempt position with commission-earning potential.
• Reports to Sales Leadership.

IDEAL CANDIDATE PROFILE

The ideal candidate is an experienced remote technology or software Account Executive with a proven track record of growing existing customer relationships, particularly within manufacturing organizations.

The strongest candidates will have:

• 5+ years of technology or software sales experience.
• Manufacturing industry knowledge or experience selling technology solutions to manufacturers.
• A demonstrated track record of account expansion, upselling, and cross-selling.
• Experience managing an installed or existing customer base rather than focusing exclusively on new-logo acquisition.
• Experience managing complex software or technology sales cycles.
• Strong executive and C-level relationship-building capabilities.
• Consultative and relationship-based selling skills.
• Experience partnering with Professional Services, implementation, consulting, or technical teams.
• A documented history of achieving sales quotas and growing revenue within existing accounts.
• Strong communication, presentation, negotiation, and organizational skills.
• Demonstrated ability to work independently and effectively in a remote environment.
• Willingness and ability to travel throughout a multi-state territory.