Senior Enterprise Account Executive

OverviewSenior Enterprise Account Executive – Palo Alto, CA • Hybrid • Full-time • SalesInstrumental is the #1 AI-powered inspection and test platform used by leading electronics brands to build better hardware, delivering fast ROI and improving manufacturing metrics. We drive the digital transformation of quality, inspection, and testing with data analysis and AI products. Our platform helps hardware engineering, operations, and quality teams accelerate development time, improve yields, and reduce field failures. Instrumental has seen growth in 2025 as AI infrastructure demand rises.The right person for this role loves hardware engineering and electronics manufacturing. Helping customers improve efficiency, reduce waste, and improve their bottom line is exciting for you.We’re looking for an Enterprise Account Executive who owns their business: you work hard and work smart, own your pipeline, prospect, ask great questions, listen, and deliver ROI cases to executives. You’ll be selling an AI product that demos well and provides significant value in the right use cases. We are operating in a blue ocean with no clear categorization of our solution or competition, solving real-world problems that no other solutions address. You can confidently sell knowing that once the deal is closed, your customer will realize value within the first 90 days.What You’ll Be DoingBuilding your own book of business: You are accountable for your pipeline; we provide tools, marketing, and support. This role focuses on net-new customers, not existing ones. You must be ready to spend 25% of your time making cold calls using a parallel dialer.Developing business cases: We sell value and calculate ROI when developing proposals with customers.Listening to customers and qualifying opportunities: Collect information from multiple stakeholders on key objectives and opportunities for improvement.Selling as a team: You own and operate the sales cycle with new customers, while Marketing, Solutions Architects, Customer Success, TPMs, and Product Managers collaborate to deliver value.Finding new paths: We are a growing organization delivering new technology in a changing industry.Contracts, infosec & finance: Closing deals requires partnering with customers’ finance, legal, and IT teams.QualificationsHas 8+ years of demonstrated success selling engineering or manufacturing software into new logo multinational companies in multi-executive deals, 6-9 month sales cycles, and 6-7 figure contract sizes.Loves the building stage of startups and can find new paths to success: prospecting, dialing, startup urgency.Adaptable and resourceful hunter who builds what doesn’t exist and fills gaps in the pipeline.Prefers face-to-face customer engagement and is willing to travel.Experience selling or working with manufacturing data, digital transformation, analytics, and/or verticalized AI to technical buyers; prior experience in manufacturing software or high-tech electronics, industrial electronics, automotive Tier 2/3s, or aerospace & pensation and BenefitsThe following is a representative annual base salary range for this position within the Bay Area: $110-150k. This position is eligible for substantial variable incentives representing up to 50% of on-target earnings. Job level and salary opportunities are evaluated through our interview process based on experience, knowledge, skills, and strumental offers a variety of benefits, including health, vision, dental, commuter plans, and parental leave. #J-18808-Ljbffr

Created: 2025-09-24