Sr. Account Executive

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Sr. Account Executive Location: Remote/This person can expect to travel up to 50% of the time to client facilities, tradeshows, and to our headquarters in Santa Barbara, CA. Come build with us. In this role, you will land and expand large, multi-site, multi-application enterprise software (SaaS + AI) deals, taking ATLAS from a first facility to an enterprise standard across cold storage, food beverage, and / or other emerging heavy industry / processing verticals. We’re hiring: A seasoned enterprise seller who has closed large, complex software deals with VP and C-suite buyers, leads a full deal team of Solutions Engineers, Industry Principals, and BDRs, and sells on quantified business value, not features. This role reports to: Chief Revenue Officer (CRO) What you’ll be doing: Enterprise Land Expand Own a named account list of 15–20 strategic enterprises across cold storage, food beverage and / or other emerging heavy / process industrials with a clear plan to land, expand, and standardize each one. Sell across our four product groups, Software Defined Controls, Physical AI, Advanced Process Control, and Energy AI, building multi-application deals rather than single-product transactions. Grow accounts from initial sites to mutlit-site portfolio-wide rollouts through a multi-year account plan tied to customer capital cycles and corporate operations. Partner with the BDR team on targeted, account-based outreach into priority accounts, and turn it into a qualified pipeline. Value Selling Executive Engagement Lead with insight: bring a Challenger point of view on how software-defined automation and AI change plant performance, and reframe how customers think about controls, throughput, yield, energy, and risk - plant level selling as well and enterprise level selling Co-build quantified business cases with the customer (throughput, yield, energy cost, uptime, labor, safety, and emissions) and tie them to the metrics the COO and CFO own. Map the full buying committee (Operations, Engineering, Controls Automation, Energy Sustainability, Finance, Procurement, IT/OT, and the C-suite) and develop champions and executive sponsors at the corporate, regional, and site levels. Sell at the VP to C-suite level, and work across finance, procurement, legal, and IT/OT security to clear the path to signature. Lead credible executive conversations about industrial AI: how it works, how it is governed, where humans stay in the loop, and how it delivers measurable, safe outcomes on the plant floor. Team Selling Deal Leadership Quarterback the deal team: direct Solutions Engineers on discovery, technical validation, and demos; bring in Industry Principals for domain credibility and executive conversations; coordinate BDRs, Deal Desk, Legal, and Implementation. Potential to Co-sell with system integrators, OEMs, and other resellers where they help land, grow and / or accelerate a deal. Run complex 6–18 month sales cycles with a mutual action plan, rigorous qualification, and clear exit criteria at every stage. Structure and negotiate multi-million-dollar, multi-year software and services agreements, including enterprise frameworks, pilot-to-rollout terms, and CapEx/OpEx considerations. Pipeline, Forecast Internal Alignment Keep HubSpot (CRM) clean, current, and complete (stages, next steps, stakeholders, close dates, and value) so the pipeline and forecast reflect reality. Build and maintain 3x+ pipeline coverage, forecast accurately, and call your number with confidence. Partner with Customer Success and Account Management after signature to drive adoption, value realization, and referenceability that fuel the next expansion and renewal. Feed market insight, objections, and competitive intel back to Marketing, Product, and leadership, and help build a repeatable enterprise playbook as we enter chemicals and petrochemicals. What we're looking for: 10+ years of B2B sales experience, including 7+ years closing enterprise software into large, multi-sit

高级客户主管
地点：远程/该职位预计最多需将50%的时间用于出差，前往客户设施、行业展会以及我们位于加利福尼亚州圣巴巴拉的总部。来与我们一起建设吧。
在这个职位中，你将拿下并扩展大型、多站点、多应用的企业软件（SaaS + AI）交易，推动ATLAS从首个设施走向冷库、食品饮料和/或其他新兴重工业/加工垂直领域的企业标准。
我们正在招聘：
一位资深企业销售，曾与VP和C-suite买家完成大型、复杂的软件交易，能够领导由Solutions Engineers、Industry Principals和BDR组成的完整交易团队，并基于可量化的商业价值而非功能进行销售。
该职位汇报给：
首席营收官（CRO）
你将会做什么：
企业拿单与扩展
负责一份由15–20家战略企业组成的指定客户名单，覆盖冷库、食品饮料和/或其他新兴重工业/流程工业，并制定清晰计划来拿单、扩展和标准化每一家客户。
销售我们的四大产品组：Software Defined Controls、Physical AI、Advanced Process Control和Energy AI，构建多应用交易，而非单一产品交易。
通过与客户资本周期和企业运营相绑定的多年客户计划，推动客户从初始站点扩展到多站点、组合级全面推广。
与BDR团队合作，针对优先客户开展有针对性、基于客户的拓展，并将其转化为合格管道。
价值销售与高管互动
以洞察引领：带来Challenger视角，阐述软件定义自动化和AI如何改变工厂绩效，并重塑客户对控制、吞吐量、良率、能源和风险的认知——既进行工厂层面销售，也进行企业层面销售。
与客户共同构建可量化的商业案例（吞吐量、良率、能源成本、正常运行时间、人工、安全和排放），并将其与COO和CFO负责的指标挂钩。
梳理完整采购委员会（运营、工程、控制自动化、能源可持续发展、财务、采购、IT/OT以及C-suite），并在公司、区域和站点层面培养支持者和高管赞助人。
在VP至C-suite层级进行销售，并跨财务、采购、法务和IT/OT安全开展工作，为签约扫清障碍。
主导关于工业AI的可信高管对话：它如何运作、如何治理、人在何处保持参与，以及它如何在工厂车间交付可衡量、安全的成果。
团队销售与交易领导
担任交易团队的四分卫：指导Solutions Engineers进行需求发现、技术验证和演示；引入Industry Principals提供领域可信度和参与高管对话；协调BDR、Deal Desk、法务和实施。
在有助于拿单、增长和/或加速交易的情况下，与系统集成商、OEM和其他经销商共同销售。
运行复杂的6–18个月销售周期，制定共同行动计划、严格资格认定，并在每个阶段设定清晰的退出标准。
构建并谈判数百万美元、多年期软件和服务协议，包括企业框架、试点到推广条款以及CapEx/OpEx考量。
管道、预测与内部协同
保持HubSpot（CRM）整洁、最新且完整（阶段、下一步行动、利益相关方、成交日期和价值），使管道和预测反映现实。
建立并维持3倍以上管道覆盖率，准确预测，并自信地达成你的数字。
在签约后与Customer Success和Account Management合作，推动采用、价值实现和可推荐性，为下一次扩展和续约提供动力。
将市场洞察、异议和竞争情报反馈给Marketing、Product和领导层，并在我们进入化学品和石化领域时帮助构建可重复的企业打法。
我们正在寻找：
10年以上B2B销售经验，其中包括7年以上向大型、多站点

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