{"id":1617671,"url":"https://alion.io/job/cai-software-account-executive-smb","title":"Account Executive - SMB","company":{"id":1973432,"name":"CAI Software","domain":"caisoft.com","url":"https://alion.io/company/caisoft","size_band":"501-1000","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"UltiPro","truth_index":{"grade":"B","score":75,"open_postings":3,"ghost_share":0,"stale_share":1,"repost_share":0,"time_to_fill_p50_days":29,"computed_at":"2026-10-19T05:45:15Z"}},"role":"Sales","role_family":"Sales","seniority":null,"employment_type":"full_time","work_mode":"remote","remote_scope":"stated_countries","remote_scope_basis":"posting_text","remote_working_hours":null,"hiring_geo_confidence":"explicit","locations":["United States"],"countries":["US"],"hiring_countries":["US"],"hiring_countries_total":1,"salary":null,"salary_estimate":null,"experience_years_min":null,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[],"status":"live","first_seen_at":"2026-08-14T12:37:18Z","employer_posted_date":"2026-08-14","last_verified_at":"2026-10-20T01:54:49Z","board_verified":true,"closed_at":null,"days_open":66,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":66},"description":"Great people. Greater business impact.\nAbout CAI\nCAI Software builds digital work execution platforms and software solutions that help manufacturing businesses operate with greater clarity and control. Our people bring structure to complexity by replacing fragmented, paper-based processes with connected digital workflows that improve visibility, compliance, and decision-making in real industrial environments. With 45+ years of experience and a presence across 10+ countries, CAI combines deep industry understanding with practical technology. Our team consists of ~800 employees worldwide who work across 15 core industries and support 5,000+ customers, guided by sound judgment, long-term thinking, and outcomes that endure.\nCAI Business Units and the Markets We Serve\nCAI 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.\nWhat You’ll Do\nWe are seeking a driven, results-oriented Account Executive - SMB to support the next phase of growth within CAI Software. This role is responsible for net-new logo acquisition, as well as, expansion of existing Small and Mid-size customers, working closely with Customer Success.\nThe 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.\nSales Strategy & Execution\nOwn and consistently meet or exceed an assigned revenue quota for the North America territory, with a proven track record of closing 6- and 7-figure deals\nExecute a territory strategy focused on net-new logo acquisition and land-and-expand growth within strategic enterprise accounts\nOperate 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\nLead and manage complex, multi-threaded SMB sales cycles, navigating procurement, legal, security, and executive decision-makers\nCreate urgency and momentum by tying solutions to measurable business outcomes, including operational efficiency, compliance, scalability, and ROI\nPosition value-based solutions that drive tangible results and accelerate time to value for customers\nPipeline Management & Forecasting\nBuild, qualify, and maintain a robust, self-sourced pipeline aligned to enterprise growth targets\nForecast accurately and consistently, managing opportunities through defined sales stages with disciplined deal inspection\nDrive deal progression by establishing clear next steps, mutual action plans, and executive alignment\nConfidently navigate complex, multi-stakeholder decision processes and remove blockers to close\nAccount Expansion & Customer Growth\nLead land-and-expand strategies within SMB accounts, identifying opportunities for additional sites, locations, use cases, and cross-sell/upsell expansion\nPartner closely with Customer Success Managers (CSMs) to expand footprint, support renewals, and drive long-term account growth\nMaintain executive relationships to unlock incremental budget and expansion opportunities over time\nCollaboration & Alignment\nWork cross-functionally with Marketing, Product, Services, and Customer Success to drive coordinated enterprise account strategies\nAlign sales execution with onboarding, delivery, and customer success outcomes to ensure successful deployments and expansion\nProvide structured feedback from the field to influence product roadmap, messaging, and go-to-market strategy\nCustomer Engagement\nEngage and influence stakeholders across operations, manufacturing, IT, quality, procurement, and executive leadership\nLead high-impact discovery sessions, executive presentations, demos, and onsite meetings as required\nTravel to customer locations to support deal progression, executive alignment, and long-term relationship building\nWhat We’re Looking For\n5+ years of full life-cycle B2B sales experience, preferably SMB to Mid Market\nProven ability to close complex, consultative deals\nStrong outbound prospecting and pipeline generation skills\nExperience managing inbound leads alongside outbound efforts\nSelf-starter with strong ownership, accountability, and drive\nComfortable engaging multiple stakeholders across an organization\nAbility and willingness to travel to customer sites as needed approximately 10% of the time.\nPreferred\nExperience selling into process, discrete or print/packaging manufacturing environments\nBackground in manufacturing, food & beverage, industrial, automotive, aerospace or operational software\nExperience partnering with Customer Success for account expansion\nFamiliarity with operational, plant-floor, or compliance-driven use cases\nWhat We Offer\nHigh-impact role with ownership of a North American enterprise territory\nCompetitive compensation with strong upside for performance\nOpportunity to sell into mission-critical manufacturing environments\nClear career growth path within a scaling sales organization\nCollaborative, execution-focused culture\nWhy Join Us\nYou’ll have the opportunity to drive some of the most critical transformation initiatives in our company’s history. This is a highly visible role working directly with senior leadership to shape the future operating model of CAI. You’ll bring clarity, discipline, and execution focus to complex cross-functional programs while gaining exposure across every function of the business.\nCAI Software is an “EEO/Veterans/Disabled employer.”\nEqual Employment Opportunity\nCAI Software is an Equal Opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All qualified applicants will receive consideration for employment without regard to race, color, national origin, age, sex (including pregnancy, sexual orientation, and gender identity or expression), religion, disability, genetic information, marital status, veteran status, or any other basis protected by local, state or federal law.\nDisability Accommodation\nCAI Software endeavors to make reasonable accommodations for applicants with disabilities and disabled veterans pursuant to applicable federal and state law. If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process or are limited in the ability or unable to access or use the online application process and need an alternative method for applying, please contact us at  or send an e-mail with your specific accommodation request.\nWork Authorization\nApplicants must be authorized to work in the United States. CAI Software does not unlawfully discriminate on the basis of citizenship or immigration status in accordance with the Immigration Reform and Control Act of 1986 (IRCA).\nPay Transparency Nondiscrimination\nCAI Software will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c).","description_format":"text","description_chars":7966,"description_truncated":false,"requirements":{"experience_years_min":null,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":null,"security_clearance":false,"languages":[]},"benefits":[],"hiring_locations":[{"name":"United States","iso":"US","kind":"country"}],"hiring_excludes":[],"relocation_offered":false,"industries":["Food & Beverages","Software","Transportation & Logistics"],"lifecycle":[{"event":"open","at":"2026-10-01T20:37:52Z"}],"visa":[],"liveness":{"score":18,"band":"cold","label":"Long shot","p_open":1,"p_active":0.63,"p_room":0.28,"age_days":65,"expected_fill_days":29,"reasons":["conf:3","win:tail","crowd:"],"computed_at":"2026-10-19T05:45:15Z"},"pay":null,"html_url":"https://alion.io/job/cai-software-account-executive-smb","json_url":"https://alion.io/job/cai-software-account-executive-smb.json","meta":{"generated_at":"2026-10-20T05:24:27Z","cache_seconds":300,"methodology":"https://alion.io/methodology","terms":"https://alion.io/terms","contact":"https://alion.io/contact","api":"https://alion.io/developers","about":"Alion is a live layer of people, companies and AI agents: who they are, whether they are real and active right now, what they do and how to work with them, readable by people and by agents and paid per call.","catalog":"https://alion.io/catalog.json","usage":{"tier":"crawler_verified","counted_by":"address","units_charged":1,"used_today":6044,"day_limit":null,"remaining_today":null,"minute_limit":300,"resets_at":"2026-10-21T00:00:00Z"}},"offers":[{"id":"company.slices","title":"One company in depth, by slice","status":"live","price":{"credits":0.02,"usd":0.002,"plus_per_slice":{"credits":0.05,"usd":0.005}},"unit":"per company, plus each slice with data","note":"the employer in depth","call":{"mcp_tool":"get_company","arguments":{"id":1973432},"rest":"https://alion.io/mcp/rest/get_company?id=1973432"},"human":"https://alion.io/catalog?offer=company.slices&for=job%2Fcai-software-account-executive-smb"},{"id":"market.stats","title":"A market slice: pay, demand and time to fill","status":"live","price":{"credits":1,"usd":0.1},"unit":"per slice","note":"pay, demand and time to fill for this role and place","call":{"mcp_tool":"market_stats"},"human":"https://alion.io/catalog?offer=market.stats&for=job%2Fcai-software-account-executive-smb"},{"id":"job.search","title":"Open jobs by role, technology, place, pay and visa","status":"live","price":{"credits":0.02,"usd":0.002},"unit":"per posting in a list","note":"similar open postings","call":{"mcp_tool":"search_jobs"},"human":"https://alion.io/catalog?offer=job.search&for=job%2Fcai-software-account-executive-smb"},{"id":"company.verify","title":"Is this company real and active right now","status":"pilot","price":null,"unit":"per company","request":{"url":"https://alion.io/catalog/request","method":"POST","body":"{\"offer\": \"company.verify\", \"for\": \"job/cai-software-account-executive-smb\", \"note\": \"what you need it for\"}"},"human":"https://alion.io/catalog?offer=company.verify&for=job%2Fcai-software-account-executive-smb"}]}