About the role
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 industries we serve. This structure keeps our teams close to customer needs while operating with the scale and support of a global software company.
Process Manufacturing
This role is part of our Process Manufacturing business unit - Maritech, which delivers ERP and operational software to manufacturers that transform raw materials into finished goods through formulas, recipes, or batch-driven processes. We serve fishing, 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 Maritech business. This role is responsible for net-new logo acquisition as well as expansion of existing Martitech customers within the Norwegian and 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 and possesses strong seafood industry knowledge. 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 Norwegian 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 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 manufacturing and/or seafood 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.
Originally posted on Himalayas