About this role
Account Executive
Accelerate Performance.
About CAI Software
CAI Software builds purpose-built solutions that help manufacturers, processors, and distributors accelerate performance. Our mission is to enable manufacturers to transform performance through a connected, AI-assisted ecosystem that delivers visibility, control, and continuous improvement. We bring the deep operational expertise and enterprise infrastructure to be a true long-term performance partner.
With 6,200+ active customers worldwide and a market-leading position in every vertical we serve, CAI combines 45+ years of industry expertise with modern AI-driven execution - helping businesses move faster, operate smarter, and perform at their peak. We work across 15+ industries and 10+ countries, guided by three values built into our name: Candor, Accountability, and Impact.
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 industries we serve. This structure keeps our teams close to customer needs while operating with the scale and support of a global software company.
Process Manufacturing
This role is part of our Process Manufacturing business unit - Maritech, which delivers ERP and operational software to manufacturers that transform raw materials into finished goods through formulas, recipes, or batch-driven processes. We serve fishing, food and beverage, pharmaceutical, chemical, nutraceutical, paint, supply chain logistics and related manufacturers - supporting end-to-end operations built for measurable performance outcomes.
About the Role
We are seeking a driven, results-oriented Account Executive to support the next phase of growth within our business. This role is responsible for net-new logo acquisition as well as expansion of existing Martitech customers within the Norwegian and Icelandic region, 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 and possesses strong seafood industry knowledge. 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.
What You'll Do
Sales Strategy & Execution
- Own and consistently meet or exceed an assigned MidMarket revenue quota for the Norwegian and EMEA territory, with a proven track record of closing SMB and Mid Market deals
- Execute a territory strategy focused on net-new logo acquisition and land-and-expand growth within strategic MidMarket 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 MidMarket 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 MidMarket 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 MidMarket 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 MidMarket 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
What We're Looking For
- 5+ years of B2B sales experience, preferably MidMarket software (SaaS, ERP, et.)
- Proven ability to close complex, consultative deals
- 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 manufacturing and/or seafood environments
- Experience partnering with Customer Success for account expansion
- Familiarity with operational, plant-floor, or compliance-driven use cases
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.