CAI Software, LLC · 2 days ago
Enterprise Account Director
United States
Full-time
Hybrid
Lead/Staff, Director/Executive
5+ years expCAI Software is a leading provider of digital work execution platforms designed to enhance operational efficiency and drive productivity in industrial environments. The Enterprise Account Director will focus on net-new logo acquisition and expansion of existing enterprise customers, working closely with Customer Success.
ConsultingSoftwareWeb Development
Hiring Manager
Don Underwood
Responsibilities
Own and consistently meet or exceed an assigned Enterprise revenue quota for the North America territory, with a proven track record of closing 6- and 7-figure deals
Execute a territory strategy focused on net-new logo acquisition and land-and-expand growth within strategic enterprise accounts
Operate as a true hunter, generating a significant portion of pipeline through outbound prospecting, executive outreach, and targeted account-based strategies, while effectively managing inbound demand
Lead and manage complex, multi-threaded enterprise sales cycles, navigating procurement, legal, security, and executive decision-makers
Create urgency and momentum by tying solutions to measurable business outcomes, including operational efficiency, compliance, scalability, and ROI
Position value-based solutions that drive tangible results and accelerate time to value for customers
Build, qualify, and maintain a robust, self-sourced pipeline aligned to enterprise growth targets
Forecast accurately and consistently, managing opportunities through defined sales stages with disciplined deal inspection
Drive deal progression by establishing clear next steps, mutual action plans, and executive alignment
Confidently navigate complex, multi-stakeholder decision processes and remove blockers to close
Lead land-and-expand strategies within enterprise accounts, identifying opportunities for additional sites, locations, use cases, and cross-sell/upsell expansion
Partner closely with Customer Success Managers (CSMs) to expand footprint, support renewals, and drive long-term account growth
Maintain executive relationships to unlock incremental budget and expansion opportunities over time
Work cross-functionally with Marketing, Product, Services, and Customer Success to drive coordinated enterprise account strategies
Align sales execution with onboarding, delivery, and customer success outcomes to ensure successful deployments and expansion
Provide structured feedback from the field to influence product roadmap, messaging, and go-to-market strategy
Engage and influence stakeholders across operations, manufacturing, IT, quality, procurement, and executive leadership
Lead high-impact discovery sessions, executive presentations, demos, and onsite meetings as required
Travel to customer locations to support deal progression, executive alignment, and long-term relationship building
Qualification
Required
5+ years of B2B sales experience, preferably enterprise or mid-market
Proven ability to close complex, consultative deals
Strong outbound prospecting and pipeline generation skills
Experience managing inbound leads alongside outbound efforts
Self-starter with strong ownership, accountability, and drive
Comfortable engaging multiple stakeholders across an organization
Ability and willingness to travel to customer sites as needed
Preferred
Experience selling into process manufacturing environments
Background in manufacturing, food & beverage, industrial, or operational software
Experience partnering with Customer Success for account expansion
Familiarity with operational, plant-floor, or compliance-driven use cases
Benefits
High-impact role with ownership of a North American enterprise territory
Competitive compensation with strong upside for performance
Opportunity to sell into mission-critical manufacturing environments
Clear career growth path within a scaling sales organization
Collaborative, execution-focused culture
Company
CAI Software, LLC
CAI Software, LLC delivers mission-critical, production-oriented software to Manufacturers and Food & Beverage producers, processors, and distributors.
501-1000 employees
Funding
Current Stage
Late StageTotal Funding
unknown2021-12-13Acquired
2014-10-01Series Unknown
Leadership Team
Brent Pietrzak
Chief Executive Officer
Ed Stone
Chief Customer Officer - Food & Beverage
Recent News
2025-11-05
Company data provided by crunchbase