Account Executive

Great people. Greater business impact. 

About CAI 

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 responsible for new business within Germany. 

What you will do:

• Prospect and manage all sales activities within existing and new enterprise companies within the CAI Software ERP and SaaS solution industry space.
• Liaison with other sales teams to drive cross selling activities
• Leverage CAI Software resources and capabilities inside Marketing and Engineering towards the achievement of goals
• Execute sales, marketing and support strategies/models to achieve goals through the immediate and extended team
• Maintain a thorough knowledge of the product, industry and competitive posture of the company.  
• Gain expertise in assigned vertical markets and the unique application of  solutions in that environment
• Provide timely and accurate territory reporting and forecasting to management utilizing  Salesforce.com
• Provide regular feedback to marketing, engineering and manufacturing regarding CAI Software products
• Further develop market presence in a creative and entrepreneurial style by positioning CAI Software as a leader in the marketplace
• Communicate regularly through personal visits, telephone calls, etc. with key contacts, field travelling is a must (50-75%)
• Attend all assigned trade shows, open houses, and other Graphic Communications events
• Achieve revenue targets within operating budgets
• Manage development of prospects and successful completion of new business sales for software license agreements and consulting services
• Manage discount level to target
• Provide accurate sales and revenue forecasts
• Establish a dominant market share
• Maintain an effective and successful relationship with key partners
• Meet monthly, quarterly and annual revenue targets
• Implement sales and marketing strategies
• Maintain a thorough knowledge of the product, industry and competitive posture of the company as recognized through competency certification
• Facilitate demos with Technical Sales Specialists for Customers
• Facilitate access and use of additional resources in order to provide customer with comprehensive analysis and diligence of product offering

This role might be a good fit if you:

• Have proven success in sales to the C suite in medium and large single or multi-site and/or global companies
• Are a Self-starter with the ability to work independently with minimal supervision
• Have at least 7 years of experience in sales and marketing (preferably in the enterprise software industry or any manufacturing industry that CAI Software supports)
• Possess a B.A. or B. S. or equivalent
• Stay knowledgeable market trends
• Have experience selling software and a high technical understanding of software systems
• Have solid interpersonal skills and are very team oriented
• Can manage accounts at a high level within the assigned region
• Have excellent presentation and negotiation skills
• Have a proven track record of meeting/exceeding both individual and team sales quota/goals
• Have proven success turning cold calls into revenue-generating accounts
• Possess expertise in complete sales cycle management – prospect identification, qualification, discovery, ROI, proposal and close. 
• Can handle complex technical sales cycles
• Excellent verbal and written communication skills
• Additional languages skills, Polish & Czech preferred
• Possess the ability to travel to customer locations approximately 50% to 75% of the time

Why Join CAI 

At CAI, we are building something that matters. With 6,200+ customers across 15+ industries and active investment in AI-driven performance tools, we are positioned to define what the next generation of manufacturing software looks like — and we are building the team to lead that work. 

Our four pillars define how we deliver for customers — and how we work: 

• Built to Fit - Fits how your business runs so performance comes standard 

• Built to Expedite - Speeds time to performance without heavy lifts or delays.  

• Built to Deliver - AI turns action and insights into measurable performance.  

• Built to Scale - Sustains and scales performance without disruption.