Account Executive, Americas

About Ubisense Limited

Ubisense is a company at the forefront of Industry 4.0 and the Industrial Internet-of-Things. We build products that transform physical space into “smart space”, enabling software to see, understand and participate in the real world of people and business activities. In so doing, we augment people and objects with new forms of insight and intelligence that make the environments we live and work in more productive, safe and profitable. This unique ability to connect the physical to the digital has been our driving force for more than 18 years and has enabled Fortune 500 manufacturers like Daimler-Benz, Lockheed Martin and John Deere to revolutionise the way they build our cars, the most advanced aircraft and the machinery that grows our food.

We are a privately held company with around 65 employees, supporting customers across North America, Europe, UK, Japan and the Middle East. We have ambitious and well-funded growth plans, requiring talented people to help execute on our vision. We are looking for people who are interested in the future, who believe that technology will play a fundamental role in improving the world of tomorrow, and who want to be a part of making that happen.

About the role

The Account Executive grows Ubisense's business across the Americas. Around 70% of the role is hunting: opening new accounts in automotive, industrial manufacturing, pharma and transit. The other 30% is growing a set of existing customers, so that new and installed accounts both expand across sites and use cases.

Key responsibilities

New-logo pipeline (around 70%)

•       Build a qualified pipeline across automotive, industrial, pharma and transit through outbound prospecting, events, partners and your own network

•       Build target account plans for priority organizations, mapping sites, budget holders and buying routes

•       Open conversations at senior level with operations, manufacturing, engineering, quality and IT leadership

•       Lead complex sales cycles from first meeting to signed contract, including pilots and proofs of concept

•       Build business cases that tie SmartSpace to quality, safety, cost, compliance and throughput outcomes

•       Set up every first deployment so it can expand across lines, sites and regions

Existing account growth (around 30%)

•       Own the commercial relationship for a small portfolio of named existing accounts

•       Protect recurring revenue, including support, licences and services renewals

•       Identify and develop expansion opportunities: new lines, new sites and new use cases

•       Multi-thread every key account so that no relationship depends on one contact

Partners and team

•       Work with Ubisense's channel and technology partners in the Americas where they add reach, local presence or delivery capacity

•       Work with business development on outbound campaigns and lead follow-up

•       Work with presales to scope solutions that meet technical, IT and compliance requirements

•       Feed market and customer insight back to product and marketing

•       Keep the CRM and forecast current and accurate

Skills and experience

Essential

•       A proven track record of winning new enterprise accounts through complex B2B solution sales

•       Experience selling into at least one of automotive, industrial manufacturing, pharma or transit in North America

•       Able to manage long sales cycles with many stakeholders, including technical, operational and procurement buyers

•       Comfortable discussing technical solutions such as software platforms, industrial IoT or automation, and translating them into business outcomes

•       Self-directed, with the discipline to build a territory and pipeline from the ground up

•       Strong account planning, forecasting and CRM discipline

•       Authorized to work in the United States (or Canada, if based there)

•       Willing to travel regularly across the Americas

Desirable

•       Knowledge of aerospace and defense, including primes, MRO operations or federal buying routes

•       Experience with RTLS, asset tracking, MES, industrial IoT, manufacturing software or factory automation

•       An existing network in North American automotive OEMs, Tier 1 suppliers, pharma manufacturers or transit agencies

•       Experience working with channel partners or system integrators

•       Spanish or Portuguese, for customers and partners in Latin America

•       Familiarity with a structured sales methodology such as MEDDPICC

•       Experience working with a headquarters in another time zone

What we offer

•       Competitive base salary plus commission weighted toward new-logo wins, with a component for existing account growth

•       Customers who are global leaders in their sectors, and technology that runs inside their operations

•       A small, experienced team where your impact is visible

•       Remote working, with the flexibility a regional role needs

Ubisense is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability or veteran status. We provide reasonable accommodations throughout the hiring process.