Account Executive- Enterprise Sales, Industrial IoT
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AI Summary
This is a remote position.
THE TERRITORY
You will own a strategic named-account portfolio that includes the 8 of the top 10 chemical companies, 3 of the top 10 automotive manufacturers, and 3 of the top 5 oil & gas majors globally — all of which are existing Radiant/Embrace logos. Your mandate is twofold: deepen penetration across these flagship enterprise accounts and capture the next wave of Fortune 500 logos across industrial manufacturing, heavy machinery, and food & beverage production.
This is a hunter role with full enterprise weight behind it: net-new logo acquisition, strategic account expansion, six- and seven-figure deal cycles, and direct executive air cover from Radiant and Embrace leadership, and report directly to the President.
WHAT WE SELL
Radiant RFID is an enterprise IoT platform for asset tracking — the kind of system that tells a $2B chemical plant where every drum, tool, container, and piece of mobile equipment is, in real time. When companies lose 5–15% of their critical assets per year to misplacement, theft, or compliance gaps, our platform pays for itself in the first quarter.
We don’t sell tags. We sell visibility, accountability, and operational control to operations leaders, plant managers, CIOs, and CFOs who can’t afford to keep guessing.
WHAT YOU’LL OWN
- Pipeline. Build and run a book of named enterprise accounts in industrial verticals. Prospect them, qualify them, and own them end-to-end.
- Deals. Lead 6–12 month consultative sales cycles with 5–8 stakeholders per deal — operations, IT, finance, procurement, executive sponsor. Run discovery that actually uncovers operational pain (not feature checklists). Build the business case. Drive the pilot. Close the contract.
- Number. Carry an annual quota of $600K, pro-rated for the first year based on joining date, with an average deal size of $70K–$100K. Forecast accurately in Salesforce. Hit your number.
- Strategy. Partner with leadership, Inside Sales, and the product team on accounts and discovering opportunities for growth. You’re the quarterback.
WHAT A GREAT FIRST YEAR LOOKS LIKE
- Quarter 1 Ramped on platform, ICP, and three flagship customer stories you can tell in your sleep. 20+ qualified discovery calls booked.
- Quarter 2 First two opportunities into late-stage. Pilot scoped at a Fortune 500 logo.
- Quarter 3 First close. Pipeline coverage at 3x quota.
- Quarter 4 Hit numbers, kick in higher uncapped incentives, and possible President’s Club selection.
Requirements
WHO WE’RE LOOKING FOR
- 7+ years carrying an enterprise quota in SaaS, IoT, industrial tech, supply chain, or operational software — and you’ve consistently hit it. Bring receipts.
- You’ve sold into operational buyers — plant managers, VPs of Ops, CIOs, EHS leaders — and you know how a $50M industrial procurement cycle actually works (because you’ve survived a few).
- You have a track record of beating quota at 1.5x+ ACV with multi-stakeholder buying committees.
- You sell on business value, not features. You can translate “RFID readers and edge gateways” into “you’ll cut $4M of asset loss out of next year’s P&L” without breaking a sweat.
- You’re disciplined in CRM (Salesforce), honest in your forecast, and allergic to happy-ears pipeline.
COMPENSATION & DETAILS
- OTE: $220K OTE, uncapped accelerators past 100% attainment
- REPORTS TO: President
- TERRITORY: Named enterprise accounts, North America
- TRAVEL: ~25%-40% to customer sites and industry events
Embrace Software has gone from 0 to 450+ people in five years, raised $130M+ from tier-1 investors, and made the Inc. 5000. Radiant is one of the platforms inside the Industrial Group, and we’re investing aggressively. The customer base is enterprise. The product works. The market is wide open.
If you’re tired of selling vaporware to startups and want to close real deals with companies that actually run the physical economy — let’s talk.
Benefits
- Competitive salary commensurate with experience.
- Opportunities for career advancement and professional development.
- Experience collaborating with a diverse, global team.
- Comprehensive Health Benefits to support your wellbeing and peace of mind.
- 401(k) retirement plan with employer match; paid time off, sick leave, and holidays.
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