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For Companies At a Glance
- Tasks: Drive sales growth by acquiring new clients and expanding existing accounts in the EMEA region.
- Company: Join CAI, a leader in digital work execution platforms for industrial efficiency.
- Benefits: Competitive pay, performance bonuses, and clear career advancement opportunities.
- Why this job: Be part of a dynamic team transforming industries with innovative technology solutions.
- Qualifications: 5+ years in B2B sales, strong prospecting skills, and a self-starter attitude.
- Other info: Collaborative culture focused on execution and customer success.
The predicted salary is between 36000 - 60000 £ per year.
Overview
Position: Account Executive - Mid-Market
Business Unit: Process Manufacturing
Location: UK, remote
Territory: EMEA
About CAI
CAI is a leading provider of digital work execution platforms designed to enhance operational efficiency and drive productivity in industrial environments. CAI’s platform leverages advanced technology to convert complex, paper-based procedures into streamlined, digital workflows. By enabling real-time data collection and integration, CAI facilitates greater visibility into work processes, allowing organizations to make informed decisions, optimize performance, and ensure compliance. In addition to robust workflow management capabilities, CAI emphasizes data-driven insights to foster continuous improvement. CAI's solutions are tailored to address the unique challenges of industries such as manufacturing, energy, and pharmaceuticals, helping organizations achieve higher operational standards and reduce costs. With a commitment to innovation and user-centric design, CAI empowers businesses to transition from traditional practices to a modern, digital approach, driving growth and enhancing efficiency.
About the Role
We are seeking a driven, results-oriented Mid-Market 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 enterprise 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
- Own and consistently meet or exceed an assigned Mid-Market 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 enterprise 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 Mid-Market 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.
- Build, qualify, and maintain a robust, self-sourced pipeline aligned to enterprise 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 Mid-Market 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.
- Work cross-functionally with Marketing, Product, Services, and Customer Success to drive coordinated Mid-Market 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.
- 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 enterprise or mid-market.
- 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 Mid-Market 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 employer: Print ePS
Contact Detail:
Print ePS Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Account Executive
✨Tip Number 1
Get to know the company inside out! Research CAI's digital work execution platforms and understand how they enhance operational efficiency. This knowledge will help you tailor your pitch and show that you're genuinely interested in what they do.
✨Tip Number 2
Network like a pro! Connect with current employees on LinkedIn or attend industry events. Building relationships can give you insider info and might even lead to a referral, which is always a bonus!
✨Tip Number 3
Prepare for those tricky sales scenarios! Brush up on your skills for navigating complex sales cycles and handling objections. Practising role-plays with a friend can help you feel more confident when it comes to engaging with potential clients.
✨Tip Number 4
Don't forget to apply through our website! It’s the best way to ensure your application gets noticed. Plus, it shows you're serious about joining the team at CAI and ready to take on the challenge of driving growth in the Mid-Market sector.
We think you need these skills to ace Account Executive
Some tips for your application 🫡
Tailor Your CV: Make sure your CV speaks directly to the role of Account Executive. Highlight your B2B sales experience and any specific achievements in closing complex deals. We want to see how your skills align with our mission at CAI!
Craft a Compelling Cover Letter: Your cover letter is your chance to shine! Use it to tell us why you're passionate about process manufacturing and how you can drive growth for our Mid-Market business. Be genuine and let your personality come through!
Showcase Your Outbound Skills: Since this role involves a lot of outbound prospecting, make sure to highlight your experience in generating leads and managing sales cycles. We love seeing examples of how you've successfully engaged multiple stakeholders in previous roles.
Apply Through Our Website: We encourage you to apply directly through our website. It’s the best way for us to receive your application and ensures you’re considered for the role. Plus, it shows us you’re proactive and keen to join our team!
How to prepare for a job interview at Print ePS
✨Know Your Numbers
Before the interview, make sure you’re familiar with your past sales achievements. Be ready to discuss specific figures, like revenue generated and deals closed, especially in complex environments. This will show that you have a proven track record and can deliver results.
✨Understand CAI's Solutions
Dive deep into CAI’s digital work execution platforms and how they enhance operational efficiency. Familiarise yourself with the unique challenges faced by industries like manufacturing and pharmaceuticals. This knowledge will help you position yourself as someone who can effectively communicate the value of their solutions.
✨Prepare for Complex Sales Cycles
Since the role involves navigating multi-threaded sales cycles, think about your approach to managing various stakeholders. Prepare examples of how you've successfully engaged with procurement, legal, and executive decision-makers in the past. This will demonstrate your ability to handle the complexities of the role.
✨Show Your Outbound Prospecting Skills
Be ready to discuss your strategies for generating leads through outbound prospecting. Share specific tactics you’ve used to create urgency and momentum in your sales process. Highlighting your proactive approach will resonate well with the hiring team looking for a true hunter.
