{"id":1617679,"url":"https://alion.io/job/cai-software-account-executive","title":"Account Executive","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":"2026-10-12T06:55:09Z"}},"role":"Sales","role_family":"Sales","seniority":null,"employment_type":"full_time","work_mode":"remote","remote_scope":"stated_countries","remote_scope_basis":"board_field","remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["Oosterhout, Netherlands"],"countries":["NL"],"hiring_countries":["NL"],"hiring_countries_total":1,"salary":null,"salary_estimate":{"min_usd":36000,"max_usd":88000,"period":"year","method":"role_country_seniority_unknown","sample_n":349},"experience_years_min":null,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[],"status":"live","first_seen_at":"2026-07-09T11:55:39Z","employer_posted_date":"2026-07-09","last_verified_at":"2026-10-12T06:03:31Z","board_verified":true,"closed_at":null,"days_open":94,"trust":{"level":"stale","repost_count":0,"flags":["stale"],"days_open":94},"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.\nAbout the Role\nWe 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 Icelandic 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\nseller who thrives on outbound prospecting, values inbound opportunities, and is energized by engaging customers directly, both virtually and onsite.\nKey Responsibilities\nSales Strategy & Execution\nOwn 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\nExecute a territory strategy focused on net-new logo acquisition and land-and-expand growth within strategic MidMarket 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 MidMarket 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 MidMarket 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 MidMarket 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 MidMarket 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\nQualifications Required\n5+ years of B2B sales experience, preferably MidMarket software (SaaS, ERP, et.)\nProven ability to close complex, consultative deal\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\nPreferred\nExperience selling into manufacturing environments\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 an Icelandic and potential EMEA MidMarket 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 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