Senior Account Executive

Job Description:

• Land and expand large, multi-site, multi-application enterprise SaaS and AI deals for ATLAS
• Own a named account list of 15–20 strategic enterprises
• Sell across Software Defined Controls, Physical AI, Advanced Process Control, and Energy AI
• Grow accounts from initial sites to multi-site, portfolio-wide rollouts
• Partner with BDRs on targeted account-based outreach and qualified pipeline generation
• Lead Challenger-style value selling and executive conversations about industrial AI
• Build quantified business cases tied to throughput, yield, energy cost, uptime, labor, safety, and emissions
• Map buying committees and develop champions and executive sponsors
• Sell to VP and C-suite buyers and coordinate finance, procurement, legal, and IT/OT security
• Direct Solutions Engineers, Industry Principals, BDRs, Deal Desk, Legal, and Implementation teams
• Coordinate potential co-selling with system integrators, OEMs, and resellers
• Run complex 6–18 month sales cycles with mutual action plans and rigorous qualification
• Structure and negotiate multi-million-dollar, multi-year software and services agreements
• Maintain accurate HubSpot CRM records
• Build and maintain 3x+ pipeline coverage and forecast accurately
• Partner with Customer Success and Account Management to drive adoption, value realization, expansions, and renewals
• Feed market insight and competitive intelligence to Marketing, Product, and leadership
• Help build a repeatable enterprise playbook for expansion into chemicals and petrochemicals
• Report to the Chief Revenue Officer

Requirements:

• 10+ years of B2B sales experience
• 7+ years closing enterprise software into large, multi-site industrial or operationally complex organizations
• Consistent record of exceeding quota and closing seven-figure, multi-year deals
• Proven land-and-expand results selling to VP and C-suite buyers
• Mastery of team selling, The Challenger Sale, Value Selling, and Mastering the Complex Sale
• Disciplined qualification using MEDDICC or similar
• Clear, board-ready business cases, proposals, and executive summaries
• Technical fluency with controls, automation, and process optimization
• AI-fluent; daily use of AI tools for account research, stakeholder mapping, executive meeting preparation, business cases, follow-ups, and CRM maintenance
• Willingness to travel up to 50%
• Comfort visiting customer sites, including livestock and meat-processing facilities and chemical plants
• Familiarity with APC/MPC, DCS/PLC/SCADA, industrial energy management, or OT/IT integration is a plus
• Engineering or technical degree, or equivalent practical experience, is a plus
• Experience with HubSpot CRM is a plus

Benefits:

• Equity options
• Health, dental, vision insurance
• Wellness allowances
• 401(k) plan
• Parental leave
• Untracked PTO and sick days
• Cell phone reimbursements and other perks
• Professional development
• Inclusive culture
• Opportunity to grow as the company scales