Account Executive - SMB
Title: Account Executive
Great people. Greater business impact.
About CAI
CAI 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.
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.
This role is part of our Process Manufacturing business unit, which provides ERP and operational software to manufacturers that transform raw materials into finished goods through formulas, recipes, or batch-driven processes. We work with small to enterprise manufacturers across industries such as food and beverage, bottling, pharmaceuticals, nutraceuticals, chemicals, paint, paper, tile, and supply chain logistics—supporting end-to-end operations from sourcing through production and distribution.
About the Role
We are seeking a driven, results-oriented Account Executive to support the next phase of growth within our Process Manufacturing business. This role is responsible for net-new logo acquisition as well as expansion of existing SMB customers, 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.
Key Responsibilities
Sales Strategy & Execution
- Own and consistently meet or exceed an assigned SMB revenue quota for the EMEA territory, with a proven track record of closing 6- and 7-figure deals
- Execute a territory strategy focused on net-new logo acquisition and land-and-expand growth within strategic SMB 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 SMB 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 SMB 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 SMB 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 SMB 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
Qualifications Required
- 5+ years of B2B sales experience, preferably SMB
- 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 process manufacturing environments
- Background in manufacturing, food & beverage, industrial, or operational software
- Experience partnering with Customer Success for account expansion
- Familiarity with operational, plant-floor, or compliance-driven use cases
What We Offer
- High-impact role with ownership of a EMEA SMB territory
- Competitive compensation with strong upside for performance
- Opportunity to sell into mission-critical manufacturing environments
- Clear career growth path within a scaling sales organization
- Collaborative, execution-focused culture