{"id":1222345,"url":"https://alion.io/job/shelfmark-account-executive","title":"Account Executive","company":{"id":1963258,"name":"Shelfmark","domain":"shelfmark.com","url":"https://alion.io/company/shelfmark","size_band":"11-50","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Ashby","truth_index":null},"role":"Sales","role_family":"Sales","seniority":"middle","employment_type":"full_time","work_mode":"on_site","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["Pittsburgh, United States"],"countries":["US"],"hiring_countries":[],"hiring_countries_total":0,"salary":null,"salary_estimate":{"min_usd":77000,"max_usd":173000,"period":"year","method":"role_seniority_country_remote_cell","sample_n":1212},"experience_years_min":3,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"Computer Vision","optional":false},{"name":"Machine Learning","optional":false}],"status":"live","first_seen_at":"2026-09-11T14:56:10Z","employer_posted_date":"2026-09-11","last_verified_at":"2026-09-29T09:55:22Z","board_verified":true,"closed_at":null,"days_open":18,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":18},"description":"About Shelfmark\nShelfmark is building the next generation of industrial intelligence systems-combining computer vision, machine learning, and productized hardware to detect defects in real time, understand the root causes behind them, and ultimately help manufacturers prevent defects before they occur.\nOur systems operate in some of the most demanding production environments in the world, where milliseconds and microns matter. Shelfmark works alongside manufacturers on the factory floor, turning production data into intelligence that helps operators understand not just what went wrong, but why-and what they can do about it.\nWe imagine a future where continuous flow manufacturing-which accounts for 30% of all global manufacturing-is automated end-to-end, with Shelfmark at the center.\nThe Role\nWe are hiring an Account Executive to help drive Shelfmark's next phase of commercial growth. This is a hands-on sales role responsible for developing, advancing, and closing new customer opportunities across some of the world's largest manufacturers.\nYou will own opportunities throughout the sales cycle - from initial discovery and factory-floor evaluation through technical validation, commercial negotiation, and close - working closely with Shelfmark's leadership and technical teams to turn complex manufacturing problems into compelling business cases.\nThis role requires a rare combination: strong commercial instincts, technical curiosity, grit, and the ability to build credibility from the factory floor to the executive suite. The appropriate candidate will be equally comfortable prospecting into a new account, building an ROI case with an operations leader, and putting on steel-toed boots to understand a production line firsthand.\nShelfmark is a hands-on company serving hands-on customers. We value people who are willing to get close to the problem, whether that means walking a factory floor, digging into the details of a customer issue, or doing work outside the traditional boundaries of their role to help the team succeed.\nAn Account Executive’s success in this role will be determined by success with results including retiring an assigned quota with closed sales, demonstrated ability to follow a sales methodology, follow up and attentiveness to leads and pipeline steps, when necessary, creating sufficient pipeline to cover quota through outbound programs, and documenting work in a CRM systems that allows management to continually improve the sales systems, process and strategy.\nWhat You'll Do\nNew Business Development\nOwn customer opportunities from initial discovery through close\n\nBuild relationships with plant leaders, operations executives, quality teams, engineers, and senior decision-makers\n\nDevelop new opportunities within Shelfmark's target manufacturing verticals\n\nUse AI-enabled research and prospecting tools to rapidly understand target accounts, manufacturing processes, likely pain points, and relevant stakeholders\n\nIdentify high-value inspection, root-cause intelligence, and automation applications within prospective customer facilities\n\nBuild and maintain a high-quality pipeline of new business opportunities\n\nSolution & Value Selling\nDevelop a deep understanding of customers' manufacturing processes, quality challenges, and operational priorities\n\nTranslate Shelfmark's ability to detect, understand, and prevent defects into clear business value around scrap reduction, labor savings, quality improvement, and production efficiency\n\nUse AI to synthesize customer conversations, technical information, and operational data into sharper discovery, account strategies, and ROI cases\n\nBuild compelling ROI cases that support customer investment in Shelfmark\n\nWork closely with Shelfmark's engineering team to scope technical evaluations, demonstrations, and pilots\n\nNavigate complex sales processes involving technical, operational, procurement, and executive stakeholders\n\nAccount Expansion\nTurn successful pilots and initial deployments into larger commercial relationships\n\nIdentify opportunities to expand across production lines, facilities, business units, and geographies\n\nDevelop strong relationships with customer champions and executive sponsors\n\nUse AI-assisted account intelligence to identify expansion opportunities, organizational changes, and new stakeholders within strategic accounts\n\nHelp establish Shelfmark as a strategic technology partner within key accounts\n\nCommercial Execution\nMaintain disciplined pipeline management, forecasting, and CRM hygiene\n\nUse AI to improve meeting preparation, follow-up, CRM capture, pipeline analysis, and day-to-day sales productivity\n\nRepresent Shelfmark at customer meetings, manufacturing facilities, trade shows, and industry events\n\nProvide structured market and customer feedback to Shelfmark's product and leadership teams\n\nWhat We're Looking For\nExperience\n3+ years of B2B sales experience, preferably in a technical or industrial environment\n\nDemonstrated track record of developing and closing new business\n\nExperience navigating complex sales involving multiple technical and business stakeholders\n\nExperience selling into manufacturing, industrial automation, machine vision, industrial software, or related markets preferred\n\nCommercial & Technical Aptitude\nStrong discovery and consultative selling skills\n\nAbility to understand complex manufacturing processes and identify opportunities to create measurable value\n\nAbility to communicate technical concepts effectively without needing to be an engineer\n\nStrong business acumen and comfort developing ROI-driven sales cases\n\nAI Fluency\nHighly comfortable using modern AI tools to improve research, prospecting, meeting preparation, follow-up, analysis, and sales execution\n\nCurious about emerging AI capabilities and willing to continuously improve personal workflows\n\nStrong judgment about where AI can create leverage while maintaining the accuracy, credibility, and human relationships required in complex industrial sales\n\nLeadership & Mindset\nBuilder mentality: excited to help create the sales playbook rather than inherit one\n\nGritty, resourceful, and willing to get close to difficult customer problems\n\nHigh ownership, urgency, and accountability\n\nComfortable operating in ambiguity and moving quickly\n\nStrong communicator capable of building credibility with both plant-floor operators and senior executives\n\nWillingness to travel regularly to customer manufacturing facilities\n\nExcited to work five days per week in person with the Shelfmark team in Pittsburgh\n\nBonus Points\nExperience selling machine vision, inspection, automation, robotics, or industrial technology\n\nExisting relationships within large manufacturing organizations\n\nExperience selling solutions with both hardware and recurring software components\n\nExperience expanding initial deployments into multi-site or enterprise-wide relationships\n\nCompensation\nCompetitive salary and performance-based compensation\n\nMeaningful opportunities to earn equity\n\nHealth, dental, vision, and short-term disability benefits\n\nOpportunity to play a foundational role in building Shelfmark's commercial organization","description_format":"text","description_chars":7158,"description_truncated":false,"requirements":{"experience_years_min":3,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":null,"security_clearance":false,"languages":[]},"benefits":["Equity"],"hiring_locations":[],"hiring_excludes":[],"relocation_offered":false,"industries":["Artificial Intelligence","Manufacturing","Process Manufacturing"],"lifecycle":[{"event":"open","at":"2026-09-25T12:34:07Z"}],"liveness":{"score":39,"band":"fade","label":"Fading","p_open":1,"p_active":0.518,"p_room":0.75,"age_days":17,"expected_fill_days":22,"reasons":["conf:6","win:late"],"computed_at":"2026-09-29T05:45:00Z"},"pay":null,"html_url":"https://alion.io/job/shelfmark-account-executive","json_url":"https://alion.io/job/shelfmark-account-executive.json","meta":{"generated_at":"2026-09-30T01:49:58Z","cache_seconds":300,"methodology":"https://alion.io/methodology","terms":"https://alion.io/terms","contact":"https://alion.io/contact","api":"https://alion.io/developers","usage":{"tier":"crawler","counted_by":"address","units_charged":1,"used_today":1423,"day_limit":5000,"remaining_today":3577,"minute_limit":60,"resets_at":"2026-10-01T00:00:00Z"}}}