Account Executive - Discrete Manufacturing

Account Executive - Discrete Manufacturing

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 Discrete Manufacturing business unit, which delivers software solutions for manufacturers that produce components and assemblies that become part of larger products. Serving small through enterprise manufacturers in industries such as aerospace, automotive, industrial equipment, and engineered products, Discrete Manufacturing focuses on modern execution—connecting planning, production, traceability, and automation to help manufacturers run more resilient, efficient, and predictable operations.

About the Role

As a Strategic Account Executive for Shop Vue MES
, your mission is to drive customer success through strategic, consultative selling. You will position CAI as a trusted partner, helping manufacturers transition from traditional practices to modern, digital operations.

Core Responsibilities

• Lead the end-to-end SaaS sales process, from initial discovery and qualification to negotiation and closing.
• Self-source ~50% of your total pipeline to drive $1M+ in annual sales (approximately 12–15 closed deals per year).
• Build relationships with VP-level decision‑makers across Operations, Quality, Finance, and Engineering.
• Execute against the MEDDPICC qualification framework and utilize Mutual Action Plans to ensure deal velocity.
• Lead with Shop Vue MES as the primary solution, utilizing the broader CAI toolkit for opportunistic secondary motions.

What We’re Looking For

• Experience: 5–10 years of full‑cycle B2B SaaS sales experience, with a proven track record of meeting or exceeding quotas.
• Market Expertise: Experience closing mid‑market to enterprise‑level deals, ideally within Aerospace or other complex, highly regulated manufacturing sectors.
• The "Hunter" Mentality: Comfortable with a sales motion that requires heavy prospecting and a high degree of self‑sourced pipeline generation.
• Technical Fluency: Proficient with GenAI tools (e.g., ChatGPT) and modern sales tech stacks to gain a competitive advantage in sourcing and closing business.
• Strategic Acumen: Skilled in active listening, strategic questioning, and objection handling.
• Travel: Ability to travel as needed (typically