Account Executive

Account Executive

Accelerate Performance.

About CAI SOFTWARE

CAI Software builds purpose-built solutions that help manufacturers, processors, and distributors accelerate performance. Our mission is to enable manufacturers to transform performance through a connected, AI-assisted ecosystem that delivers visibility, control, and continuous improvement. We bring the deep operational expertise and enterprise infrastructure to be a true long-term performance partner.

With 6,200+ active customers worldwide and a market-leading position in every vertical we serve, CAI combines 45+ years of industry expertise with modern AI-driven execution - helping businesses move faster, operate smarter, and perform at their peak. We work across 15+ industries and 10+ countries, guided by three values built into our name: Candor, Accountability, and Impact.

CAI Business Units and the Markets We Serve

CAI Software is organized into three business units - Graphic Communications, Process Manufacturing, and Discrete Manufacturing - aligned to the markets we serve. This structure allows our teams to stay close to customer needs while operating with the scale and support of a global software company.

Process Manufacturing

This role is with CAI Software Maritech, part of our Process Manufacturing business unit, which delivers ERP and operational software to manufacturers that transform raw materials into finished goods through formulas, recipes, or batch-driven processes. We serve food and beverage, pharmaceutical, chemical, nutraceutical, paint, supply chain logistics and related manufacturers - supporting end-to-end operations built for measurable performance outcomes.

About the Role

We are seeking a driven, results-oriented Account Executive to support the next phase of growth within our business. This role is responsible for net-new logo acquisition as well as expansion of existing SMB and MidMarket customers within the Norwegian region, working closely with Customer Success. The ideal candidate is self-motivated, hungry for growth, and comfortable running complex sales cycles across operational, technical, and executive stakeholders. This is a hands-on role for a

seller who thrives on outbound prospecting, values inbound opportunities, and is energized by engaging customers directly, both virtually and onsite.

What You'll Do

Sales Strategy & Execution

• Own and consistently meet or exceed an assigned MidMarket revenue quota for the Iceland and EMEA territory, with a proven track record of closing SMB and Mid Market deals
• Execute a territory strategy focused on net-new logo acquisition and land-and-expand growth within strategic MidMarket 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 MidMarket 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

Pipeline Management & Forecasting

• Build, qualify, and maintain a robust, self-sourced pipeline aligned to MidMarket 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

Account Expansion & Customer Growth

• Lead land-and-expand strategies within MidMarket 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

Collaboration & Alignment

• Work cross-functionally with Marketing, Product, Services, and Customer Success to drive coordinated MidMarket 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

Customer Engagement

• 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

What We're Looking For

• 5+ years of B2B sales experience, preferably MidMarket software (SaaS, ERP, et.)
• Proven ability to close complex, consultative deal
• 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 manufacturing environments
• Experience partnering with Customer Success for account expansion
• Familiarity with operational, plant-floor, or compliance-driven use cases

Why Join CAI

At CAI, we are building something that matters. With 6,200+ customers across 15+ industries and active investment in AI-driven performance tools, we are positioned to define what the next generation of manufacturing software looks like - and we are building the team to lead that work.

Our four pillars define how we deliver for customers - and how we work:

• Built to Fit - Fits how your business runs so performance comes standard
• Built to Expedite - Speeds time to performance without heavy lifts or delays.
• Built to Deliver - AI turns action and insights into measurable performance.
• Built to Scale - Sustains and scales performance without disruption.