Enterprise Account Executive

Enterprise Account Executive

Are you a self-reliant problem solver who thrives when given autonomy and meaningful projects? Do you enjoy both technical challenges and connecting with people, balancing analytical thinking with social intuition? Do you multitask with urgency, push for progress, and bounce back quickly under pressure? Are you someone who thinks beyond the obvious, offering innovative solutions that challenge the status quo?

If this is you, then we encourage you to consider the Enterprise Account Executive opportunity with KCF Technologies. We are seeking an Enterprise Account Executive (Expansion) to transform single or limited site wins into standardized, multi-site enterprise programs across a customer's manufacturing plants. You will own executive relationships, design rollout waves, and orchestrate cross-functional teams to drive adoption and measurable value - engaging everyone from site-level users to senior leadership and the C-Suite. You are a value and solution seller who translates machine health outcomes into business results and communicates them credibly to executives.

Core competencies (how you operate):

• Visionary Demand Creation: Creates executive demand for non-mandated technology by quantifying hidden cost/risk, crafting a compelling "why now," and converting it into funded enterprise programs with clear ROI.
• Outcome & Value/Solution Selling: Teaches the economics (downtime $/hr., safety, energy, labor), tailors to CFO priorities, and leads a pragmatic path from pilot to enterprise standard.
• Executive Storytelling: Communicates business-level success succinctly to C-Suite and senior leaders; frames decisions, consequences, and risk mitigation.
• Program Orchestration: Designs rollout waves, governance (QBRs/steering committees), enablement, and adoption KPIs; integrates with CMMS/EAM workflows.
• Commercial Architecture: Navigates MSAs/SLAs/SOWs, multi-year ramps, and procurement/legal cycles; maintains plus or minus 10% forecast accuracy on expansions.
• Analytical Rigor: Builds credible ROI/NPV models and business cases tied to financial outcomes and operational KPIs.

Essential functions:

• Value & solution selling to large enterprises; quantify impact for C-Suite and senior leaders and communicate wins back to site users and champions.
• Executive selling & multi-threading across Ops/Maintenance/Reliability, IT/OT, Finance, Procurement and site leadership; comfort from the plant floor to the boardroom.
• Partner with Business Development Representatives to open new sites within existing logos; coordinate campaigns, outreach, and executive access aligned to the account plan.
• Work with CSMs to deeply understand the business problems we're solving, shape success criteria, document value created (savings, avoided downtime, asset life), and turn outcomes into executive-ready narratives.
• Manage renewals in partnership with CSMs - own the commercial strategy, timing, and negotiation to deliver greater than or equal to 110% NRR within your book.
• Program design & rollout: Convert pilots/single sites into 3 to 4 wave enterprise programs with enablement plans, adoption KPIs, QBRs, and steering committees.
• Commercial architecture: Lead MSAs/SOWs/SLAs, pricing frameworks, and multi-year ramps; partner with Legal/Finance/Sales Leadership through redlines to signature.
• Whitespace planning: Build named account plans identifying expansion paths by site/line/asset class; maintain a visible 2 to 3× expansion pipeline within your accounts.
• Risk & escalation management: Anticipate blockers (IT security, standards committees, procurement cycles), create mitigation plans, and lead crisp executive escalations.
• Operational excellence: CRM hygiene and mutual action plans; forecast expansions greater than or equal to $250k TCV with plus or minus10% accuracy; run tight QBRs and roadmap sessions.

Qualifications:

• Technology sales at large organizations: 5–8+ years in B2B technology (SaaS/IIoT/industrial tech/automation) selling into large enterprises, owning multi-site rollouts, renewals, and multi-year TCV.
• Proven value/solution selling: ROI/business cases that secure executive funding; turn "nice-to-have" into operating standard; documents value and communicates outcomes to executives.
• Executive communication: Demonstrated ability to communicate business outcomes to the C-Suite and senior leaders (board-level narratives, QBRs, roadmaps).
• Sales methodology: Experience with SANDLER Selling (or MEDDICC/MEDDPICC, Challenger, SPIN). Certification or formal training preferred.
• Cross-functional collaboration: Proven success partnering with ADRs to expand site footprint and with CSMs to drive adoption, value proof, and renewal outcomes.
• Commercial & legal acumen: Negotiated MSAs/SLAs/SOWs; navigated Legal/Procurement at complex industrials.
• Program rigor: QBR rhythms, mutual action plans, adoption-led expansion.
• Fluency selling to Ops/Maintenance/Reliability and IT/OT; strong executive presence and value storytelling.
• Proficiency with Salesforce (or similar CRM); disciplined opportunity management and forecasting.
• Travel 50–70% across North America.
• Nice to have: PdM/machine health, condition monitoring, or industrial automation background; CMMS/EAM familiarity; sector exposure (Automotive, Metals, Pulp & Paper, Midstream, B&CG); rotating equipment basics (motors, pumps, fans, gearboxes, compressors)

Work environment & conditions:

• Remote-first with frequent travel to customer sites, conferences, and executive meetings.
• Comfortable in industrial environments (plants, mills, terminals); PPE/site safety compliance.
• Ability to navigate plant floors and loud environments; flexible across time zones; occasional extended hours during negotiations/rollouts.

At KCF Technologies, we are an Equal Opportunity Employer. The only things we require for employment, compensation, advancement and benefits are performance and a good team attitude. No one will be denied opportunities or benefits, and no employment decisions will be made, on the basis of race, religion/creed, national origin, ancestry, sex, sexual orientation, gender, gender identity, age, disability that does not prohibit performance of essential job functions, protected veteran status, medical condition, marital status, pregnancy, genetic information, possession of a general education development certificate ("GED") as compared to a high school diploma, or any other characteristic protected by applicable federal or state laws. KCF complies with applicable state and local laws governing nondiscrimination in employment in every location in which KCF has facilities.