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Enterprise Account Executive

Our AEs build Instrumental’s global electronics customer base, landing new logos and honing our sales process. Our sales team is scrappy and entrepreneurial – this is a team that doesn’t wait for things to happen, we make them happen! Successful team members are creative, problem-solvers, and adaptable – when it’s not in the playbook, they write the next play.

The team collaborates closely with marketing/SDRs and solutions architects, who strategically partner on technical parts of Fortune 1000 account sales. Our AEs spend more than 50% of their time prospecting their own pipeline, across many segments of our growing electronics vertical such as – consumer, energy, fire & safety, aerospace & defense, and power electronics. You’ll have the opportunity to look at building your book of business strategically, running smart experiments to target particular personas. We’re at an exciting stage where you’d also focus on intricate, six-figure deals – selling directly to VP & C-level executives.

While some meetings can be done via zoom, this role will involve field sales as you build deep relationships with our customers.

About Instrumental

Manufacturing represents half of the world’s GDP, but 20 cents of every dollar spent is wasted on things like scrap, rework, product returns, mistakes, experiments, and underutilized human resources. Put simply: it’s too hard to solve problems in manufacturing. Current practices mostly involve flying all around the world to factories in far-flung lands, to ensure their products are made reliably and with high quality. Instrumental is breaking that mold by providing an AI-driven platform to find design issues in real-time, shortening innovation cycles for some of the hottest products on the market. We’re changing the way that teams remotely identify issues, solve problems, and automate manual drudgery associated with working on engineering and manufacturing.

We have some impactful goals set for this year – we’re set to double our net business to build towards a vision of becoming the go-to software for R&D divisions.

Our purchase involves challenging the way our buyers think – which can be exciting & complex. We’re working typically with short sales cycles, lightning-fast implementation, and significant upsell within the first 6 months of working with a new customer. The product is sticky – 95% of customers rapidly expand to multiple programs or factories.

We’re Looking for Someone Who:

Sells a SAAS product to VP/C-level executives, while convincing technical stakeholders through a complex, multi-stages sales process
Is highly adaptable – worked at an early stage start-up (high-priority) and is entrepreneurial in their approach to solving problems/overcoming roadblocks
Has impeccable discovery, active listening, and reasoning skills
Has 5+ years of AE experience with a successful track record in a consultative sales role selling to technical buyers
Is a strategic prospector (can create a winning, high bang-for-buck play) and is willing to put in the work to make great things happen!
Operates with urgency, has attention to detail, and maintains strong Salesforce hygiene
Experienced in winning new logos and rapidly expanding accounts
Bonus! – experience selling in the Supply Chain, Electronics, or Manufacturing spaces (not required)

We're open to folks joining us full-time remotely as well! We'd love to hear from you! All candidates must have an unrestricted right to work in the U.S.

Instrumental Glassdoor Company Review

4.7