At a Glance
- Tasks: Drive sales growth by acquiring new clients and expanding existing accounts in the MidMarket sector.
- Company: Join CAI Software, a leader in digital work execution for manufacturing businesses.
- Benefits: Competitive pay, performance bonuses, and clear career advancement opportunities.
- Other info: Dynamic role with travel opportunities and a focus on customer engagement.
- Why this job: Make a real impact in manufacturing with innovative software solutions and a collaborative team.
- Qualifications: 5+ years in B2B sales, strong prospecting skills, and a self-starter attitude.
The predicted salary is between 50000 - 65000 £ per year.
Great people. Greater business impact.
About CAI
CAI Software builds digital work execution platforms and software solutions that help manufacturing businesses operate with greater clarity and control. Our people bring structure to complexity by replacing fragmented, paper-based processes with connected digital workflows that improve visibility, compliance, and decision-making in real industrial environments. With 45+ years of experience and a presence across 10+ countries, CAI combines deep industry understanding with practical technology. Our team consists of ~800 employees worldwide who work across 15 core industries and support 5,000+ customers, guided by sound judgment, long-term thinking, and outcomes that endure.
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 markets we serve. This structure allows our teams to stay close to customer needs while operating with the scale and support of a global software company. This role is part of our Process Manufacturing business unit, which provides ERP and operational software to manufacturers that transform raw materials into finished goods through formulas, recipes, or batch-driven processes. We work with small to enterprise manufacturers across industries such as food and beverage, bottling, pharmaceuticals, nutraceuticals, chemicals, paint, paper, tile, and supply chain logistics—supporting end-to-end operations from sourcing through production and distribution.
About the Role
We are seeking a driven, results-oriented Account Executive to support the next phase of growth within our Process Manufacturing business. This role is responsible for net-new logo acquisition as well as expansion of existing SMB customers, 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. 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.
Key Responsibilities
- Sales Strategy & Execution
- Own and consistently meet or exceed an assigned MidMarket revenue quota for the EMEA territory, with a proven track record of closing 6- and 7-figure 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.
Qualifications
Required
- 5+ years of B2B sales experience, preferably MidMarket software (SaaS, ERP, etc.).
- 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 process manufacturing environments.
- Background in manufacturing, food & beverage, industrial, or operational software.
- Experience partnering with Customer Success for account expansion.
- Familiarity with operational, plant-floor, or compliance-driven use cases.
What We Offer
- High-impact role with ownership of an EMEA MidMarket territory.
- Competitive compensation with strong upside for performance.
- Opportunity to sell into mission-critical manufacturing environments.
- Clear career growth path within a scaling sales organization.
- Collaborative, execution-focused culture.
Account Executive - MidMarket in Derby employer: CAI World-Wide
CAI Software is an exceptional employer, offering a dynamic remote work environment that fosters collaboration and innovation within the Graphic Communications sector. With a strong commitment to employee growth, CAI provides extensive training opportunities and encourages team members to take ownership of their projects, ensuring a fulfilling career path. The company's inclusive culture, combined with its global presence and focus on impactful technology solutions, makes it an ideal place for professionals seeking meaningful and rewarding employment.
StudySmarter Expert Advice🤫
We think this is how you could land Account Executive - MidMarket in Derby
✨Leverage Your Network
In sales and business development, who you know can often be as important as what you know. Get involved with local networking events or industry meetups to connect with key players. Don't be shy—share your passion for the field and let folks know you're on the lookout for opportunities!
✨Show Your Skills Through Real-World Results
When targeting a full-time role like Account Executive - MidMarket at CAI World-Wide, presenting tangible results from your previous sales experience can set you apart. Bring along case studies or examples of how you've closed deals or expanded accounts, and don't forget to showcase your problem-solving prowess. It’s all about quantifying your success!
✨Engage with Sales Communities
Dive deep into online sales communities, like Sales Hacker or LinkedIn groups dedicated to sales professionals. Engaging in discussions and sharing insights can boost your visibility and might just put you on the radar of hiring managers looking for fresh talent in business development.
✨Direct Applications Matter
While we all know the online application route, consider sending direct applications to companies you admire, including CAI World-Wide. Tailor your message to explain why you’re drawn to them and how you can contribute as a Account Executive - MidMarket. Sometimes, a personal touch can grab attention faster than a generic application!
We think you need these skills to ace Account Executive - MidMarket in Derby
Some tips for your application 🫡
Show Off Those Sales Skills:In your CV and cover letter, highlight any previous sales or business development experience you have. Use numbers and examples to showcase your achievements – did you exceed sales targets or bring in new clients? Make those accomplishments shine!
Tailor Your Message for CAI World-Wide:When writing your cover letter, make sure to tailor your message specifically for CAI World-Wide. Show that you know the company’s mission and how your skills align with their goals in the sales landscape. This personalised touch will grab their attention!
Keep It Professional Yet Engaging:Sales is all about relationships, so while you want to maintain professionalism in your application, don’t be afraid to let your personality shine through. Engage the reader and demonstrate your enthusiastic approach to sales and business development!
Proof of Performance:Include any relevant certifications or training you’ve undertaken in sales or negotiation tactics. If you’ve attended workshops or courses, list these to showcase your commitment to professional development. This extra touch can set you apart from the competition!
How to prepare for a job interview at CAI World-Wide
✨Know Your Sales Methodologies
Brush up on popular sales methodologies like SPIN Selling or Challenger Sales. Being able to discuss these techniques and how you've applied them will show CAI World-Wide that you understand the role and can hit the ground running in the sales game.
✨Demonstrate Your Deal-Making Skills
Prepare to share stories from your past experiences where you closed deals, overcame objections, or started new client relationships. We want to show CAI World-Wide that you’re not just about numbers but also about building lasting connections in business development.
✨Prepare for Role-Play Scenarios
In a full-time sales interview, don’t be surprised if they throw in a role-play exercise to test your pitching skills. Practising how you would pitch a product or handle an objection will help us shine in this simulation—think of it like a dress rehearsal for your future sales calls!
✨Align Your Goals with the Company’s Vision
Take a moment to reflect on how your career ambitions align with CAI World-Wide’s objectives. When we articulate how our personal growth ties in with the company’s goals, it shows commitment and a genuine interest in contributing to their success.
