Strategic Account Executive

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🕒 2 days ago

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AMDT

WebsiteLinkedInAll Job Openings

51 - 200 employees

☁️ SaaS

🏢 Enterprise

🔒 Cybersecurity

SaaS • Enterprise • Cybersecurity

AMDT is a company that specializes in version control and backup management software for industrial automation. Their software, octoplant, is designed to enhance resilience in automated manufacturing by providing tools to manage IIoT devices, protect production from cyber threats, and ensure efficient and secure operations across various industries such as automotive, energy, and logistics. AMDT aims to minimize downtime and increase system resiliency, allowing companies to maintain continuous production and secure their operations against unexpected disruptions. By consolidating data and offering comprehensive solutions, AMDT helps industrial companies enhance their operational efficiency and meet regulatory compliance requirements.

📋 Description

• Own a defined territory and develop a strategic plan to penetrate and expand target accounts • Generate pipeline through proactive prospecting, cold outreach, networking, referrals, partner relationships, social selling, and account-based selling strategies • Partner closely with Business Development Representatives (BDRs) to develop account penetration strategies, coordinate outreach campaigns, and maximize engagement within target accounts • Provide strategic direction to BDRs on target personas, account priorities, stakeholder mapping, and messaging • Develop and execute account plans focused on Fortune 1000 and enterprise industrial organizations, with an emphasis on automotive, pharmaceutical/life sciences, and food & beverage companies • Identify and engage stakeholders across operations, engineering, maintenance, OT, IT, cybersecurity, procurement, and executive leadership • Build and manage multi-threaded sales motions within complex organizations • Drive strategic sales cycles from initial outreach through contract execution and close • Lead discovery conversations aligned to operational resilience, disaster recovery, risk reduction, compliance, OT cybersecurity, asset management, and digital transformation initiatives • Build compelling business cases and ROI justification for enterprise software investments • Navigate procurement, legal, security, and executive approval processes • Collaborate with solution engineering, channel partners, marketing, and customer success teams to accelerate opportunities • Maintain disciplined pipeline management, forecasting accuracy, and account activity within Salesforce • Develop executive relationships and establish trusted advisor status within target accounts • Consistently achieve and exceed pipeline generation and revenue targets

🎯 Requirements

• 5+ years of enterprise software, SaaS, industrial software, automation, OT, cybersecurity, infrastructure software, or related technology sales experience • Bachelor’s degree in business, sales, marketing, or related field preferred • Proven success prospecting and creating pipeline independently within large enterprise accounts • Demonstrated track record of exceeding quota in a hunter-focused sales role • Demonstrated ability to generate a significant portion of pipeline through self-sourced activities • Experience selling into Fortune 1000 or large industrial organizations preferred • Experience selling software, cybersecurity, automation, industrial technology, SaaS, OT, IT, SCADA, MES, asset management, industrial networking, or related enterprise technology solutions preferred • Demonstrated success managing complex sales cycles involving multiple stakeholders and decision makers • Strong account planning, territory planning, and opportunity management skills • Demonstrated executive presence with the ability to engage VP, SVP, and C-level leaders • Experience closing strategic software transactions ranging from $500K to $1M+ ARR • Existing relationships within automotive, pharmaceutical/life sciences, or food & beverage organizations is a plus • Experience with Salesforce, HubSpot, LinkedIn Sales Navigator, ZoomInfo, 6sense, Gong, or similar sales technologies preferred • Excellent communication, presentation, negotiation, and organizational skills • AI literacy and willingness to leverage AI tools to improve prospecting, account research, partner engagement, and overall sales effectiveness • Ability to travel up to 50%

🏖️ Benefits

• Competitive base salary + commission • Accelerators for overperformance • Medical, dental, vision, and 401(k) • Remote-friendly work environment