Cordance - Account Executive
Requirements
• 5+ years of full-cycle SaaS sales experience, with a strong record of meeting or exceeding quota. • 5+ years • Experience selling into industrial, manufacturing, or field operations environments. • Experience closing SaaS deals across the full spectrum—from small businesses to large enterprise organizations. • Familiarity with process optimization, asset management, or operational safety concepts. • HubSpot CRM experience preferred. • Expertise using structured methodologies such as MEDDPICC to drive forecast accuracy and close rates. • MEDDPICC • Proven ability to engage and influence multiple stakeholders, including senior decision-makers. • Exceptional communication, presentation, and negotiation skills. • CRM proficiency (HubSpot preferred). • Self-starter with resilience, discipline, and the ability to thrive in a dynamic, high-performance environment. • Experience selling EHS, CMMS, FSM, IoT, or manufacturing operations software. • Familiarity with OSHA, maintenance standards, or operational compliance requirements. • Prior work with plant managers, field ops leaders, or industrial engineering teams. • Please note that we do not accept unsolicited resumes, work on a Corp-to-Corp basis, or engage with non-vetted external agencies.
Responsibilities
• Target new logo opportunities across manufacturing, industrial services, field operations, and logistics. • Use vertical knowledge to identify pain around downtime, compliance, maintenance, workforce training, or safety workflows. • Execute outbound strategies targeting operations, engineering, safety, and technology leaders. • Own the full sales cycle, from qualification to close. • Deliver product demonstrations that highlight operational efficiency, automation, asset visibility, and compliance reporting. • Conduct deep discovery to assess process gaps, worksite challenges, and performance benchmarks. • Develop ROI-based proposals quantifying time/efficiency gains, risk reduction, or safety improvements. • MEDDPICC • Maintain strong CRM hygiene in HubSpot. • Run structured, repeatable sales motions aligned to industrial buyer journeys. • Collaborate with SDRs to optimize outreach to operational leaders. • Partner with Marketing to refine industrial messaging, case studies, and campaigns. • Work with Customer Success on expectation setting and project transition. • Navigate multi-department industrial buying groups involving operations, procurement, safety, and IT. • Align contract terms to operational priorities and budget cycles. • Competencies: • Sales Execution & Strategy: Proven ability to own full-cycle SaaS sales in the mid-market segment, consistently achieving or exceeding quota. Balances disciplined process with creative deal strategy to accelerate new logo growth. • Sales Execution & Strategy: • Consultative Selling & Value Creation: Fluent in value-based discovery and business outcome alignment. Applies MEDDPICC rigor to qualify opportunities and advance deals efficiently. • Consultative Selling & Value Creation: • MEDDPICC • Relationship Development: Builds credibility and trust across multiple stakeholder levels — from functional leaders to executive sponsors — by acting as a strategic partner focused on business outcomes. • Relationship Development: • Negotiation & Closing: Expert in crafting win-win deal structures that drive ARR growth while maintaining profitability and customer satisfaction. • Negotiation & Closing: • Operational Discipline: Maintains accurate forecasting, pipeline visibility, and CRM data hygiene. Prioritizes deals based on impact potential and alignment with ICP. • Operational Discipline: • Collaboration & Team Engagement: Partners effectively with SDRs, Sales Leadership, and Marketing to execute GTM strategies and ensure seamless transitions into post-sale success. • Collaboration & Team Engagement: • Performance & Resilience: Operates with persistence, adaptability, and focus in a high-growth, evolving environment. Demonstrates ownership, urgency, and continuous improvement. • Performance & Resilience:
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