Account Executive

Position: Account Executive - Mid-Market

Business Unit: Process Manufacturing

Location: UK, remote

Territory: EMEA

About CAI

CAI is a leading provider of digital work execution platforms designed to enhance operational efficiency and drive productivity in industrial environments. CAI’s platform leverages advanced technology to convert complex, paper-based procedures into streamlined, digital workflows. By enabling real-time data collection and integration, CAI facilitates greater visibility into work processes, allowing organizations to make informed decisions, optimize performance, and ensure compliance.

In addition to robust workflow management capabilities, CAI emphasizes data-driven insights to foster continuous improvement. CAI's solutions are tailored to address the unique challenges of industries such as manufacturing, energy, and pharmaceuticals, helping organizations achieve higher operational standards and reduce costs. With a commitment to innovation and user-centric design, CAI empowers businesses to transition from traditional practices to a modern, digital approach, driving growth and enhancing efficiency

About the Role

We are seeking a driven, results-oriented Mid-Market 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 enterprise 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 Mid-Market 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 enterprise 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 Mid-Market 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 enterprise 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 Mid-Market 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 Mid-Market 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 enterprise or mid-market
• 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 Mid-Market 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