Location: Remote (US-based candidates only)

Position Overview 

Cordance is looking for an experienced Account Executive specializing in Industrial SaaS to fuel new business growth in manufacturing, field operations, and industrial services. You will work with organizations of all sizes—from small operations to large, multi-site enterprises—and the role requires a seller with strong consultative skills and familiarity with operational, safety, and process-driven environments. 

You will engage operational leaders, plant managers, safety directors, engineering teams, and IT stakeholders to drive adoption of software that improves efficiency, reduces downtime, and mitigates risk. 

Key Responsibilities 

• Target new logo opportunities across manufacturing, industrial services, field operations, and logistics. 

• Use vertical knowledge to identify pain around downtime, compliance, maintenance, workforce training, or safety workflows. 

• Execute outbound strategies targeting operations, engineering, safety, and technology leaders. 

• Own the full sales cycle, from qualification to close. 

• Deliver product demonstrations that highlight operational efficiency, automation, asset visibility, and compliance reporting. 

• Conduct deep discovery to assess process gaps, worksite challenges, and performance benchmarks. 

• Develop ROI-based proposals quantifying time/efficiency gains, risk reduction, or safety improvements. 

• Apply MEDDPICC for qualification and forecasting. 

• Maintain strong CRM hygiene in HubSpot. 

• Run structured, repeatable sales motions aligned to industrial buyer journeys. 

• Collaborate with SDRs to optimize outreach to operational leaders. 

• Partner with Marketing to refine industrial messaging, case studies, and campaigns. 

• Work with Customer Success on expectation setting and project transition. 

• Navigate multi-department industrial buying groups involving operations, procurement, safety, and IT. 
• Align contract terms to operational priorities and budget cycles. 

Competencies: 

• Sales Execution & Strategy: Proven ability to own full-cycle SaaS sales in the mid-market segment, consistently achieving or exceeding quota. Balances disciplined process with creative deal strategy to accelerate new logo growth. 

• Consultative Selling & Value Creation: Fluent in value-based discovery and business outcome alignment. Applies MEDDPICC rigor to qualify opportunities and advance deals efficiently. 

• Relationship Development: Builds credibility and trust across multiple stakeholder levels — from functional leaders to executive sponsors — by acting as a strategic partner focused on business outcomes. 

• Negotiation & Closing: Expert in crafting win-win deal structures that drive ARR growth while maintaining profitability and customer satisfaction. 

• Operational Discipline: Maintains accurate forecasting, pipeline visibility, and CRM data hygiene. Prioritizes deals based on impact potential and alignment with ICP. 

• Collaboration & Team Engagement: Partners effectively with SDRs, Sales Leadership, and Marketing to execute GTM strategies and ensure seamless transitions into post-sale success. 

• Performance & Resilience: Operates with persistence, adaptability, and focus in a high-growth, evolving environment. Demonstrates ownership, urgency, and continuous improvement. 

Required Qualifications  

Experience:  

• 5+ years of full-cycle SaaS sales experience, with a strong record of meeting or exceeding quota. 

• Experience selling into industrial, manufacturing, or field operations environments. 

• Experience closing SaaS deals across the full spectrum—from small businesses to large enterprise organizations. 

• Familiarity with process optimization, asset management, or operational safety concepts. 

• HubSpot CRM experience preferred. 

• Expertise using structured methodologies such as MEDDPICC to drive forecast accuracy and close rates. 

• Proven ability to engage and influence multiple stakeholders, including senior decision-makers. 

• Exceptional communication, presentation, and negotiation skills. 

• CRM proficiency (HubSpot preferred). 

• Self-starter with resilience, discipline, and the ability to thrive in a dynamic, high-performance environment. 

Preferred Qualifications 

• Experience selling EHS, CMMS, FSM, IoT, or manufacturing operations software. 

• Familiarity with OSHA, maintenance standards, or operational compliance requirements. 

• Prior work with plant managers, field ops leaders, or industrial engineering teams.