Enterprise Account Executive (Central US)

🏢 Summary: Enterprise Account Executive role driving new business and revenue growth for a Manufacturing Execution System (MES) platform across the Central United States, focusing on enterprise manufacturing customers and Industry 4.0 initiatives. The position owns the full consultative sales cycle, from prospecting to close, engaging executive stakeholders and managing complex enterprise deals. This is a hunter-focused, remote field sales role with significant travel and high earning potential. 🗂️ Requirements: 5–8+ years B2B software sales experience, Experience selling manufacturing technology, MES, industrial automation, ERP, IIoT, or related industrial software, Experience managing complex enterprise sales cycles, Ability to engage multiple enterprise stakeholders, Understanding of manufacturing operations and digital transformation, Proven track record of pipeline generation and closing new business, Experience with consultative or value-based sales methodologies (e.g., Challenger, MEDDPICC), Proficiency with CRM platforms such as Salesforce, Ability to travel 40–50% within the Central United States 📃 Skills: MES, ERP, IIoT, Salesforce, MEDDPICC, Challenger, CRM 🏢 Description: Reports to: EVP, Global Sales About Parsec Parsec Automation, LLC (Parsec) is a creator and provider of manufacturing operations management software. Major companies such as Johnson & Johnson, Merck, Toyota, Proctor & Gamble, Eli Lilly, Hershey, Siemens, and DuPont leverage its TrakSYS™ platform to optimize efficiency, quality, and compliance across more than 11,000 plants in over 140 countries. The Opportunity As an Enterprise Account Executive, you will be responsible for driving revenue growth across the Central United States with TrakSYS, a Manufacturing Execution System (MES) platform. You will partner with leading industrial and manufacturing organizations to support digital transformation initiatives at the factory floor level, positioning TrakSYS as a key component of their Industry 4.0 and smart manufacturing strategies. This is a hunter-focused role ideal for a sales professional who thrives on building pipeline, developing relationships with enterprise manufacturing organizations, and managing complex consultative sales cycles from prospecting through close. Key Responsibilities - Own the full sales cycle from outbound prospecting and discovery through negotiation and contract execution. - Develop relationships with executive stakeholders including Operations leaders, Plant Managers, IT leadership, and Digital Transformation teams. - Build and execute a territory strategy across the Central US region to drive pipeline growth and exceed revenue targets. - Identify and close net-new enterprise manufacturing customers while expanding opportunities within existing accounts. - Partner closely with Pre-Sales, Product, Professional Services, and Partner teams to deliver tailored customer solutions and demonstrations. - Communicate the operational and financial value of TrakSYS through ROI-driven, consultative selling. - Maintain accurate forecasting, opportunity management, and pipeline activity within Salesforce. - Represent the company at manufacturing trade shows, customer events, and industry networking opportunities throughout the region. Qualifications - 5–8+ years of successful B2B software sales experience, preferably within manufacturing technology, MES, industrial automation, ERP, IIoT, or related industrial software environments. - Experience managing complex enterprise sales cycles and multiple stakeholder groups. - Strong understanding of manufacturing operations and digital transformation initiatives within industrial environments. - Proven track record of generating pipeline and closing new business opportunities. - Experience with consultative and value-based sales methodologies such as Challenger, MEDDPICC, or similar frameworks. - Excellent communication, presentation, and relationship-building skills. - Proficiency with CRM platforms such as Salesforce. Preferred / Nice to Have - Direct MES experience strongly preferred. - Existing relationships within enterprise manufacturing organizations in the Central US region. - Experience working with system integrators, channel partners, or industrial consulting organizations. - Familiarity with Industry 4.0, Smart Factory, and Digital Manufacturing initiatives. Travel Requirements - Ability to travel approximately 40–50% throughout the Central United States for customer meetings, onsite plant visits, trade shows, and internal meetings. - Occasional travel to headquarters in Anaheim, California as needed. What's in it for You? - Compensation: $120,000 - $150,000 base salary, plus commission through a 50/50 compensation plan (OTE of $240,000 - $300,000) - Opportunity to sell a market-leading platform supporting some of the world's largest manufacturers. - High degree of autonomy and flexibility within a remote field sales role. - Comprehensive benefits package including medical, dental, vision, 401(k), PTO, and paid holidays. - Opportunity to make a direct impact within a rapidly growing global software organization.

🏢 Summary: Senior Account Executive role owning the full enterprise SaaS sales cycle for an AI-driven energy intelligence platform, selling to C-suite leaders in large organizations. Responsible for building pipeline, managing complex multi-stakeholder deals, and closing high-value contracts in the energy and sustainability space. Hunter-focused position with accountability for bookings, forecast accuracy, and revenue growth. 🗂️ Requirements: 6+ years B2B enterprise SaaS sales experience, Proven record of meeting or exceeding quota in complex multi-stakeholder deals, Experience closing complex SaaS or technology deals, Ability to understand complex technical concepts and translate customer value, Experience in startup or high-growth environment, Experience selling to senior executives and C-suite, Ability to independently manage complex sales cycles, Bachelor's degree or equivalent experience, Strong collaboration with marketing, sales, and product teams 📃 Skills: SaaS, Sales, Prospecting, Forecasting, Negotiation, Presentation, RevenueStorm, Challenger, AccountPlanning, PipelineManagement 🏢 Description: What is Verse? Rapid electrification and the rise of AI are driving unprecedented demand for power, while energy costs continue to rise across the globe. For the world's largest energy buyers, managing energy has never been more complex or more critical. Energy markets are more volatile than ever yet solutions remain anchored in the past. Verse helps organizations manage complex power portfolios by unifying energy and sustainability data, planning, forecasting, and operations in one tool. The Energy Intelligence platform, Aria, brings together energy, sustainability, finance, and operations teams with real-time, finance-ready intelligence—replacing spreadsheets and consultants with precision across the entire energy lifecycle. The Role We are looking for a Senior Account Executive to own the full sales cycle for Aria™ — from first outreach through contract execution — with clear accountability for bookings, pipeline, and forecast accuracy. As a Senior Account Executive, you will own the full revenue cycle — from outbound prospecting to signed contract — selling Aria™ to enterprise procurement, finance, and sustainability leaders at large organizations. This is a hunter role for a closer who can earn trust in a boardroom, navigate complex buying committees, and operate with urgency and resourcefulness in a start-up environment. You will report directly to the Head of Sales and collaborate with teams across product, biz-ops, marketing, and leadership. Key Responsibilities - Engage C-suite and VP-level stakeholders as a credible partner, translating AI-driven value into language that resonates with CFOs and Chief Sustainability Officers. - Apply the Revenue Storm methodology to systematically advance enterprise accounts, map buying committees, control deal processes, and create urgency. - Build and maintain a pipeline 3× quota target through outbound prospecting, referrals, and strategic account targeting. - Collaborate with product, data science, and customer success teams to align buyer requirements with platform capabilities while owning revenue outcomes. - Forecast accurately and consistently close deals. - Represent the company at industry events, CEO roundtables, and conferences. What We're Looking For (Minimum Qualifications) - 6+ years of B2B enterprise SaaS sales experience with consistent quota achievement. - Demonstrated ability to understand complex technical concepts and translate customer value. - Experience at a start-up or high-growth company. - Proven track record closing complex SaaS or technology deals. - Experience building relationships with senior executives and C-suite buyers. - Strong ability to independently manage complex sales cycles. - Demonstrated history of meeting or exceeding sales quotas. - Excellent communication, negotiation, and presentation skills. - Bachelor's degree or equivalent experience. - Strong collaboration skills across marketing, sales, and product teams. What Will Make You Standout (Preferred Qualifications) - Experience selling into energy buyers or climate/energy software. - Experience in high-growth startup environments (Series A–C). - Track record closing enterprise deals above $100k ACV. - Experience selling solutions combining software and professional services. - Familiarity with structured sales methodologies (Revenue Storm, Challenger). - Strong account planning and opportunity management skills. - Experience working alongside consulting or implementation partners. Compensation On Target Earnings Range: $290,000 - $350,000. This range does not include benefits or potential equity grants. Compensation decisions consider skill sets, market conditions, experience, training, certifications, and business needs. Benefits - Competitive compensation and equity grant at a high-growth startup. - Comprehensive benefits package including medical, dental, vision insurance, and 401k. - Flexible hours and unlimited PTO. - Diverse and inclusive working environment. Verse is an equal opportunity employer. All applicants and employees are considered for hire, promotion, and compensation without regard to race, color, religion, sex, national origin, age, disability, sexual orientation, marital or familial status.

🏢 Summary: Principal Account Executive role focused on managing the full enterprise SaaS sales cycle, from prospecting to closing, within a geographic territory. The position involves strategic account planning, complex deal management, and relationship building with enterprise stakeholders in the application security market. The offer includes sales training, healthcare coverage, flexible time off, and retirement benefits. 🗂️ Requirements: 3-5+ years of full-cycle B2B SaaS sales experience, Experience selling technical solutions to large enterprise customers, Proven record of achieving and exceeding sales targets, Knowledge of Force Management methodology, Knowledge of MEDPICC deal qualification, Ability to manage complex enterprise relationships, Ability to engage executive-level stakeholders, Team-oriented approach, Willingness to travel 📃 Skills: SaaS, B2B, MEDPICC, ForceManagement, Sales, Forecasting, Prospecting, CRM 🏢 Description: Looking for an innovative, high-growth, multi-award-winning company in one of the hottest segments of the security market? Look no further than Veracode! Veracode is a global leader in Application Risk Management for the AI era. Powered by trillions of lines of code scans and a proprietary AI-generated remediation engine, the Veracode platform is trusted by organizations worldwide to build and maintain secure software from code creation to cloud deployment. As a Principal Account Executive you are an experienced sales professional responsible for the full sales cycle, prospect to close within your assigned geographic territory. You will focus heavily on prospecting, selling and building strong relationships with key stakeholders in large enterprise accounts. What you will be responsible for: - Create and execute a strategic territory plan to attract and close business leveraging cross-functional relationships with business development and marketing as well as regional partners and system integrators - Accurately forecast and deliver a predictable sales cycle, and understand and engage with upper management to move deals through complex sales cycles - Challenge, consult with and inspire our prospects to think differently, beyond immediate needs, to engage in a value-based sales motion from initial discovery through proof of concept to purchase order - Participate in industry-leading events attended by innovative cutting-edge vendors and thought leaders - Continuous sales training and learning opportunities to further elevate your career Required Skills: - 3-5+ years of full-cycle sales experience selling technical B2B SaaS solutions to large enterprise customers - Proven track record of achieving and exceeding sales targets - Working knowledge of Force Management and MEDPICC deal qualification to identify, qualify and progress opportunities - Ability to map and navigate complex relationships, develop and test champions, engage across all levels of the organization utilizing executive sponsors - Team-oriented mindset - Willingness to travel What we offer you: - Outstanding Medical, Dental, and Vision Coverage to meet all your healthcare needs - Wellness benefits to help you focus on what's most important - "Take What You Need" time off policy - Extensive development and training offerings to help you grow your career at Veracode - Generous 401k match to help save for your future - Amazing community of professionals who take pride in what we do every day Compensation Transparency In accordance with U.S. pay transparency laws, Veracode provides compensation transparency for roles based in the United States. Specific compensation may be influenced by various factors including candidates experience, education, and work location. Employment opportunities are available to all applicants without regard to race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

🏢 Summary: 6-month contract (with potential to convert to permanent) Business Development Representative role focused on outbound enterprise prospecting and net-new pipeline generation. The position involves multi-channel outreach, qualification using structured frameworks, and close collaboration with sales and marketing to drive revenue growth. Candidates will leverage CRM, sales engagement, and AI-enabled tools to identify, engage, and qualify enterprise opportunities. 🗂️ Requirements: 1–2 years experience in BDR/SDR or SaaS sales role with strong outbound focus, Experience prospecting into enterprise or Fortune 500 accounts, Proficiency with Salesforce, Experience with sales engagement tools (e.g., Salesloft), Experience with LinkedIn Sales Navigator, Ability to use video conferencing tools (e.g., Zoom), Experience qualifying opportunities using structured frameworks (e.g., MEDDICC), Demonstrated achievement of outbound activity and meeting-booking KPIs, Ability to research accounts and identify stakeholders in complex organizations, Ability to maintain accurate CRM records and track performance metrics 📃 Skills: Salesforce, Salesloft, LinkedIn, Zoom, MEDDICC, CRM, SaaS, AI 🏢 Description: This role is listed as a 6 month contract but has potential to turn into a full time permanent. We are seeking a high-performing, outbound-driven Business Development Representative to join our NA team, focused on enterprise prospecting and net-new pipeline creation. In this role, you'll leverage a multi-channel prospecting approach and collaborate closely with marketing and sales to uncover opportunities and grow pipeline. You'll also be supported by a growing suite of AI enabled tools. As a BDR, your primary mission is to create demand, not wait for it. You will own outbound prospecting into targeted enterprise accounts, leveraging a multi-channel approach across phone, email, social selling, and AI-enabled insights. You'll partner closely with Account Executives and Marketing to build pipeline and set the foundation for long-term revenue growth. Qualified opportunities have an identified key influencer or decision-maker, identified business pains, and an appetite to address them, along with a next step, immediate or deferred. What You'll Do: - Own outbound prospecting efforts into large enterprise organizations, generating net-new pipeline through cold calls, cold emails, and social outreach - Engage C-level executives and senior decision-makers in conversations centered on solving complex Sales Performance Management challenges - Identify and prioritize high-value target accounts within your territory using data, intent signals, and AI-driven tools - Research accounts deeply to uncover business pains, organizational structure, buying committees, and strategic initiatives - Execute highly personalized, multi-touch outbound sequences that align the value proposition to each prospect's priorities - Conduct discovery and qualification conversations, identifying pain, urgency, stakeholders, and next steps - Qualify opportunities using frameworks such as MEDDICC, ensuring strong alignment before passing to Account Executives - Collaborate closely with AEs to refine targeting strategies, messaging, and account plans - Maintain accurate, detailed records in Salesforce and engagement platforms (e.g., Salesloft) - Continuously analyze performance metrics (connect rates, response rates, meetings booked) and iterate on outbound tactics - Contribute ideas to improve outbound campaigns, messaging, and prospecting processes What You'll Bring: - 1–2 years of experience in a BDR/SDR or SaaS sales role with a strong outbound focus, ideally targeting enterprise or Fortune 500 accounts - Proficient with Salesforce and video conferencing tools like Zoom - Demonstrated success in meeting or exceeding outbound activity and meeting-booking KPIs - Confidence and resilience when cold calling and engaging senior-level stakeholders - Strong written and verbal communication skills with the ability to personalize messaging at scale - Experience using sales tools such as Salesforce, Salesloft, LinkedIn Sales Navigator and AI-enabled prospecting tools - A proactive, self-starting mindset with a strong desire to learn about Sales Performance Management, Incentive Compensation and Sales Planning - Ability to work in a fast-paced, metrics-driven, and collaborative environment - Comfort adapting strategies quickly based on data and feedback Bonus Qualifications: - Exposure to MEDDICC or similar sales qualification frameworks - Proven success partnering with marketing on outbound campaigns and account-based initiatives - Previous experience prospecting into complex, multi-stakeholder enterprise environments Short Term (1-3 Months): - Learn products, value propositions, and the insurance vertical - Master prospecting tools (Salesforce, Salesloft, LinkedIn, AI) - Begin outreach and track initial activity metrics Medium Term (4-6 Months): - Consistently generate qualified opportunities - Research accounts, map stakeholders, and identify business pains - Refine outreach using performance metrics and AE/marketing feedback - Influence pipeline strategy and optimize prospecting processes - Share best practices with the team - Deliver measurable impact on pipeline and revenue growth Compensation & Benefits: - Estimated annual base salary range: $64,800 – $85,000 USD - Eligibility for bonuses and commissions - Health & Wellness: medical, dental, and vision coverage - Time Off: PTO and public holidays - Volunteer Days - Ignite Days dedicated to learning and growth This hiring process utilizes artificial intelligence tools to assist in candidate screening and assessment. AI tools are designed to complement human decision-making. Varicent is committed to equal opportunity employment and compliance with fair employment practices regarding citizenship and immigration status.

🏢 Summary: 6-month contract Business Development Representative role focused on outbound enterprise prospecting and net-new pipeline generation for a SaaS Sales Performance Management solution, with potential to convert to full-time. The position centers on multi-channel outreach, AI-enabled prospecting, and close collaboration with Account Executives and Marketing to qualify opportunities using structured frameworks. Candidates are expected to consistently generate qualified meetings, manage activity in Salesforce, and drive measurable pipeline growth. 🗂️ Requirements: 1–2 years experience in BDR/SDR or SaaS sales role with strong outbound focus, Experience targeting enterprise or Fortune 500 accounts, Proficiency with Salesforce, Proficiency with Zoom or similar video conferencing tools, Experience with Salesloft and LinkedIn Sales Navigator, Demonstrated achievement of outbound activity and meeting-booking KPIs, Ability to conduct qualification using MEDDICC or similar framework, Ability to manage and track activities in CRM and engagement platforms 📃 Skills: Salesforce, Salesloft, LinkedIn, Zoom, MEDDICC, SaaS, CRM, AI 🏢 Description: This role is listed as a 6 month contract but has potential to turn into a full time permanent. We are seeking a high-performing, outbound-driven Business Development Representative to join our NA team, focused on enterprise prospecting and net-new pipeline creation. In this role, you'll leverage a multi-channel prospecting approach and collaborate closely with marketing and sales to uncover opportunities and grow pipeline. You'll also be supported by a growing suite of AI enabled tools. As a BDR, your primary mission is to create demand, not wait for it. You will own outbound prospecting into targeted enterprise accounts, leveraging a multi-channel approach across phone, email, social selling, and AI-enabled insights. You'll partner closely with Account Executives and Marketing to build pipeline and set the foundation for long-term revenue growth. Qualified opportunities have an identified key influencer or decision-maker, identified business pains, and an appetite to address them, along with a next step, immediate or deferred. What You'll Do: - Own outbound prospecting efforts into large enterprise organizations, generating net-new pipeline through cold calls, cold emails, and social outreach - Engage C-level executives and senior decision-makers in conversations centered on solving complex Sales Performance Management challenges - Identify and prioritize high-value target accounts within your territory using data, intent signals, and AI-driven tools - Research accounts deeply to uncover business pains, organizational structure, buying committees, and strategic initiatives - Execute highly personalized, multi-touch outbound sequences that align the value proposition to each prospect's priorities - Conduct discovery and qualification conversations, identifying pain, urgency, stakeholders, and next steps - Qualify opportunities using frameworks such as MEDDICC, ensuring strong alignment before passing to Account Executives - Collaborate closely with AEs to refine targeting strategies, messaging, and account plans - Maintain accurate, detailed records in Salesforce and engagement platforms (e.g., Salesloft) - Continuously analyze performance metrics (connect rates, response rates, meetings booked) and iterate on outbound tactics - Contribute ideas to improve outbound campaigns, messaging, and prospecting processes What You'll Bring: - 1–2 years of experience in a BDR/SDR or SaaS sales role with a strong outbound focus, ideally targeting enterprise or Fortune 500 accounts - Proficient with Salesforce and video conferencing tools like Zoom - Demonstrated success in meeting or exceeding outbound activity and meeting-booking KPIs - Confidence and resilience when cold calling and engaging senior-level stakeholders - Strong written and verbal communication skills with the ability to personalize messaging at scale - Experience using sales tools such as Salesforce, Salesloft, LinkedIn Sales Navigator and a curiosity for AI-enabled prospecting tools - A proactive, self-starting mindset with a strong desire to learn about Sales Performance Management, Incentive Compensation and Sales Planning - Ability to work in a fast-paced, metrics-driven, and collaborative environment - Comfort adapting strategies quickly based on data and feedback Bonus Qualifications: - Exposure to MEDDICC or similar sales qualification frameworks - Proven success partnering with marketing on outbound campaigns and account-based initiatives - Previous experience prospecting into complex, multi-stakeholder enterprise environments Short Term (1-3 Months): - Learn products, value propositions, and the insurance vertical - Master prospecting tools (Salesforce, Salesloft, LinkedIn, AI) - Begin outreach and track initial activity metrics Medium Term (4-6 Months): - Consistently generate qualified opportunities - Research accounts, map stakeholders, and identify business pains - Refine outreach using performance metrics and AE/marketing feedback - Influence pipeline strategy and optimize prospecting processes - Share best practices with the team - Deliver measurable impact on pipeline and revenue growth Compensation: The estimated annual base salary range is between $64,800 – $85,000 USD. In addition to base salary, the compensation package may include bonuses, commissions for eligible sales roles, and a comprehensive benefits package. The actual base salary will vary based on factors including individual qualifications and market data, as assessed during the interview process. Overview of Benefits: - Health & Wellness — Comprehensive medical, dental, and vision coverage - Time Off — PTO and public holidays - Volunteer Days — Dedicated time to give back - Ignite Days — Dedicated learning days to support continuous growth This hiring process utilizes artificial intelligence tools to assist in candidate screening and assessment. Varicent is committed to creating a diverse environment and is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. Varicent is committed to compliance with all fair employment practices regarding citizenship and immigration status. By applying for a position and/or by using this portal, you declare and confirm that you have read and agree to the Job Applicant Privacy Notice and that the information provided as part of your application is true and complete and includes no misrepresentation or material omission of fact.

🏢 Summary: Individual contributor role responsible for driving revenue growth and market expansion by selling Robotics-as-a-Service automation solutions to SMB and mid-market manufacturers within a defined territory. The position owns the full sales cycle, from prospecting and consultative discovery to solution development and contract execution, in close collaboration with Engineering and Solutions teams. Focused on building pipeline, managing CRM data, and delivering consistent revenue performance in a fast-growth environment. 🗂️ Requirements: Proven success in full-cycle B2B sales with consistent revenue attainment, Experience owning and growing a geographic territory independently, Ability to build pipeline in new or underpenetrated markets, Strong understanding of manufacturing operations and industrial buying processes, Ability to navigate multi-stakeholder buying committees and technical decision makers, Proficiency with Salesforce or comparable CRM systems, Willingness to travel up to 75% within assigned region 📃 Skills: Salesforce, CRM, B2B, Automation, Robotics, Manufacturing, Forecasting, PipelineManagement 🏢 Description: Who we are: Formic is on a mission to reshape American manufacturing by making automation accessible to every factory. As labor constraints rise, costs increase, and global competition intensifies, automation is no longer optional for manufacturers that want to stay competitive. We deliver automation through a Robotics-as-a-Service model that combines industrial robotics, proprietary software, and full-service support into a single, integrated solution. By removing the traditional barriers of cost, complexity, and risk, we enable manufacturers to deploy automation quickly and realize measurable gains in throughput, safety, and operational efficiency without large upfront capital investment. Backed by leading investors including Lux Capital, Initialized Capital, Blackhorn Ventures, and Mitsubishi HC Capital North America, Formic is scaling rapidly and building the foundation for a new era of high-performance, Made in America production. About the team: Formic's Sales Team drives adoption of automation across SMB and mid-market manufacturing. The team partners closely with Engineering, Solutions, and Customer teams to educate manufacturers, develop territory strategies, and build pipeline through disciplined outreach and consultative selling. About the role: As an Automation Sales Manager, you will be responsible for revenue growth and market expansion within your territory. You will develop and execute a strategic territory plan, build deep knowledge of the regional manufacturing landscape, and establish trusted relationships with manufacturers, integrators, and strategic partners. You will work directly with customers to evaluate automation opportunities, define project requirements, and collaborate with Engineering and Solutions teams to develop system concepts. You will also lead commercial negotiations and own the full sales cycle from initial engagement through contract execution. This is an individual contributor role responsible for driving territory growth, building a strong pipeline, and delivering consistent revenue performance. In this role you will: - Own and execute a regional territory strategy to drive pipeline growth and revenue attainment - Generate and qualify new business opportunities within SMB and mid-market manufacturing accounts - Lead consultative discovery conversations and on-site meetings with manufacturing decision makers - Develop tailored automation solutions in partnership with Solutions and Engineering teams - Advance opportunities through the full sales cycle from prospecting to contract execution - Build and maintain executive-level relationships across plant, operations, and ownership stakeholders - Represent Formic at industry events and trade shows to expand regional market presence - Maintain accurate CRM data, pipeline visibility, and forecast accuracy - Analyze regional manufacturing trends, competitor activity, and buyer dynamics to refine territory strategy What makes you a great fit: - Proven success in full-cycle B2B sales with consistent revenue attainment - Experience owning and growing a geographic territory independently - Demonstrated ability to proactively build pipeline in new or underpenetrated markets - Strong understanding of manufacturing operations and industrial buying processes - Ability to navigate multi-stakeholder buying committees and technical decision makers - Analytical mindset with the ability to quantify value and clearly communicate ROI - Proficiency with Salesforce or comparable CRM systems - Willingness and ability to travel up to approximately 75 percent within the assigned region - Comfort operating in a fast-growth environment with evolving processes and priorities Our Total Rewards: At Formic, we believe people do their best work when they feel supported both professionally and personally. That's why we offer a comprehensive benefits and perks package for full-time, U.S.-based team members, including: - Equity in Formic: Participate in our stock option program and share in the success of a fast-growing start-up backed by leading global investors - Competitive & Uncapped Commission Structure: Designed to reward performance and impact in commission-eligible roles - Comprehensive Healthcare Coverage: Medical, dental, and vision insurance through Blue Cross Blue Shield and Unum, with 99% of employee premiums covered and 75% coverage for dependents, with optional buy-up plans available - Additional Insurance Benefits: FSA and DCFSA, life insurance, short-term disability, and long-term disability through Unum, all 100% employer-paid - Employee Assistance Program (EAP): Fully funded by Formic, offering support when you need it most - Paid Parental Leave Program: Up to 12 weeks of paid parental leave - Company-sponsored 401(k): Invest in your future with our company-facilitated retirement savings plan - Home Office Stipend: A one-time allowance for fully remote and hybrid employees to support an at-home or on-the-road work setup - Monthly Cell Phone Reimbursement: Monthly stipend toward personal phone and internet expenses - Flexible Time Off: Take the time you need, when you need it, supported by our flexible PTO policy Compensation Philosophy Formic's pay and equity packages are thoughtfully benchmarked against peer companies at a similar growth stage. Equity represents a meaningful part of our mutual investment: when Formic succeeds, so do you. Final offers are customized based on experience, geographic location, market considerations, and a candidate's preferred balance of cash and equity. Our goal is to attract and reward top talent who will have significant impact, and we are open to thoughtful discussions to align on the right structure. Compensation Range: $110,000—$160,000 USD What we look for: We're building this company from the ground up, and every person we hire has an outsized impact on our culture, performance, and trajectory. While each team member brings unique strengths and perspectives, we look for people who align with our Operating Principles and embody them in action. If this sounds like you, Formic may be the right place for you! Fearless Optimism: You make bold bets and default optimistic. You believe in the mission, aren't paralyzed by risk, and fear inaction more than failure. You see ambiguity as opportunity and bring energy to building what doesn't yet exist. Create the Magic: You absorb complexity so customers don't have to. Whether your customer is external or internal, you focus on delivering experiences that are clear, fast, value-added, and outcome-driven. You don't say "not my job." You make things work. Today, Not Tomorrow: You have a bias to action. You close the loop. You take extreme ownership. You understand that speed compounds, and you don't confuse activity with results. Seek Truth: You think from first principles. You value data over ego and strong opinions loosely held. You're willing to challenge assumptions, including your own, in pursuit of the best answer. Made of Rubber: You are resolute and adaptable. When things break or priorities shift, you rebound stronger. You treat setbacks as learning moments and move forward with grit. One Formic: You operate without silos. You practice radical helpfulness, document clearly, and make clean handoffs. You assume positive intent and prioritize team success over individual credit. Equal Opportunity Employment: Formic is an equal opportunity employer. We do not discriminate on the basis of race, color, religion or religious creed, sexual orientation, gender, gender identity, marital status, family or parental status, disability, military or veteran status, or any other basis protected by law. All employment decisions are based on a person's merit, business needs, and role requirements. AI Use: At Formic, fairness and transparency are at the heart of our hiring process. We use AI-powered tools in some interviews to help our teams evaluate candidate responses, but all final hiring decisions are made by humans. You can learn more about how AI is used in our recruitment process by reviewing our AI Hiring Disclosure linked here.

🏢 Summary: Individual contributor role responsible for driving revenue growth and market expansion by selling Robotics-as-a-Service automation solutions to SMB and mid-market manufacturers within a defined territory. The role owns the full sales cycle, from prospecting and consultative discovery to solution development and contract execution. It requires close collaboration with Engineering and Solutions teams to design tailored automation systems and deliver measurable ROI to customers. 🗂️ Requirements: Proven full-cycle B2B sales experience with consistent revenue attainment, Experience owning and growing a geographic sales territory independently, Ability to build pipeline in new or underpenetrated markets, Understanding of manufacturing operations and industrial buying processes, Ability to navigate multi-stakeholder and technical buying committees, Proficiency with Salesforce or comparable CRM systems, Ability to travel up to 75% within assigned region 📃 Skills: Salesforce, CRM, Robotics, Automation, B2B, SaaS 🏢 Description: Who we are: Formic is on a mission to reshape American manufacturing by making automation accessible to every factory. As labor constraints rise, costs increase, and global competition intensifies, automation is no longer optional for manufacturers that want to stay competitive. We deliver automation through a Robotics-as-a-Service model that combines industrial robotics, proprietary software, and full-service support into a single, integrated solution. By removing the traditional barriers of cost, complexity, and risk, we enable manufacturers to deploy automation quickly and realize measurable gains in throughput, safety, and operational efficiency without large upfront capital investment. About the team: Formic's Sales Team drives adoption of automation across SMB and mid-market manufacturing. The team partners closely with Engineering, Solutions, and Customer teams to educate manufacturers, develop territory strategies, and build pipeline through disciplined outreach and consultative selling. About the role: As an Automation Sales Manager, you will be responsible for revenue growth and market expansion within your territory. You will develop and execute a strategic territory plan, build deep knowledge of the regional manufacturing landscape, and establish trusted relationships with manufacturers, integrators, and strategic partners. You will work directly with customers to evaluate automation opportunities, define project requirements, and collaborate with Engineering and Solutions teams to develop system concepts. You will also lead commercial negotiations and own the full sales cycle from initial engagement through contract execution. This is an individual contributor role responsible for driving territory growth, building a strong pipeline, and delivering consistent revenue performance. In this role you will: - Own and execute a regional territory strategy to drive pipeline growth and revenue attainment - Generate and qualify new business opportunities within SMB and mid-market manufacturing accounts - Lead consultative discovery conversations and on-site meetings with manufacturing decision makers - Develop tailored automation solutions in partnership with Solutions and Engineering teams - Advance opportunities through the full sales cycle from prospecting to contract execution - Build and maintain executive-level relationships across plant, operations, and ownership stakeholders - Represent Formic at industry events and trade shows to expand regional market presence - Maintain accurate CRM data, pipeline visibility, and forecast accuracy - Analyze regional manufacturing trends, competitor activity, and buyer dynamics to refine territory strategy What makes you a great fit: - Proven success in full-cycle B2B sales with consistent revenue attainment - Experience owning and growing a geographic territory independently - Demonstrated ability to proactively build pipeline in new or underpenetrated markets - Strong understanding of manufacturing operations and industrial buying processes - Ability to navigate multi-stakeholder buying committees and technical decision makers - Analytical mindset with the ability to quantify value and clearly communicate ROI - Proficiency with Salesforce or comparable CRM systems - Willingness and ability to travel up to approximately 75 percent within the assigned region - Comfort operating in a fast-growth environment with evolving processes and priorities Our Total Rewards: - Equity in Formic through stock option program - Competitive and uncapped commission structure - Comprehensive healthcare coverage including medical, dental, and vision insurance - FSA and DCFSA, life insurance, short-term disability, and long-term disability - Employee Assistance Program (EAP) - Up to 12 weeks of paid parental leave - Company-sponsored 401(k) - Home office stipend - Monthly cell phone reimbursement - Flexible time off policy Compensation Philosophy: Formic's pay and equity packages are benchmarked against peer companies at a similar growth stage. Final offers are customized based on experience, geographic location, market considerations, and preferred balance of cash and equity. Compensation Range: $110,000—$160,000 USD

🏢 Summary: Individual contributor sales role driving revenue growth and market expansion by selling Robotics-as-a-Service automation solutions to SMB and mid-market manufacturers. Owns full sales cycle from prospecting through contract execution, partnering with Engineering and Solutions teams to develop tailored automation systems. Responsible for territory strategy, pipeline development, and executive-level relationship management. 🗂️ Requirements: Proven full-cycle B2B sales experience with consistent revenue attainment, Experience owning and growing a geographic sales territory, Ability to build pipeline in new or underpenetrated markets, Strong understanding of manufacturing operations and industrial buying processes, Ability to manage multi-stakeholder and technical buying committees, Proficiency with Salesforce or comparable CRM systems, Willingness to travel up to 75% within assigned region 📃 Skills: Salesforce, CRM, B2B, Automation, Robotics, Manufacturing, Forecasting, PipelineManagement 🏢 Description: Who we are: Formic is on a mission to reshape American manufacturing by making automation accessible to every factory. As labor constraints rise, costs increase, and global competition intensifies, automation is no longer optional for manufacturers that want to stay competitive. We deliver automation through a Robotics-as-a-Service model that combines industrial robotics, proprietary software, and full-service support into a single, integrated solution. By removing the traditional barriers of cost, complexity, and risk, we enable manufacturers to deploy automation quickly and realize measurable gains in throughput, safety, and operational efficiency without large upfront capital investment. Backed by leading investors including Lux Capital, Initialized Capital, Blackhorn Ventures, and Mitsubishi HC Capital North America, Formic is scaling rapidly and building the foundation for a new era of high-performance, Made in America production. About the team: Formic's Sales Team drives adoption of automation across SMB and mid-market manufacturing. The team partners closely with Engineering, Solutions, and Customer teams to educate manufacturers, develop territory strategies, and build pipeline through disciplined outreach and consultative selling. About the role: As an Automation Sales Manager, you will be responsible for revenue growth and market expansion within your territory. You will develop and execute a strategic territory plan, build deep knowledge of the regional manufacturing landscape, and establish trusted relationships with manufacturers, integrators, and strategic partners. You will work directly with customers to evaluate automation opportunities, define project requirements, and collaborate with Engineering and Solutions teams to develop system concepts. You will also lead commercial negotiations and own the full sales cycle from initial engagement through contract execution. This is an individual contributor role responsible for driving territory growth, building a strong pipeline, and delivering consistent revenue performance. In this role you will: Own and execute a regional territory strategy to drive pipeline growth and revenue attainment Generate and qualify new business opportunities within SMB and mid-market manufacturing accounts Lead consultative discovery conversations and on-site meetings with manufacturing decision makers Develop tailored automation solutions in partnership with Solutions and Engineering teams Advance opportunities through the full sales cycle from prospecting to contract execution Build and maintain executive-level relationships across plant, operations, and ownership stakeholders Represent Formic at industry events and trade shows to expand regional market presence Maintain accurate CRM data, pipeline visibility, and forecast accuracy Analyze regional manufacturing trends, competitor activity, and buyer dynamics to refine territory strategy What makes you a great fit: Proven success in full-cycle B2B sales with consistent revenue attainment Experience owning and growing a geographic territory independently Demonstrated ability to proactively build pipeline in new or underpenetrated markets Strong understanding of manufacturing operations and industrial buying processes Ability to navigate multi-stakeholder buying committees and technical decision makers Analytical mindset with the ability to quantify value and clearly communicate ROI Proficiency with Salesforce or comparable CRM systems Willingness and ability to travel up to approximately 75 percent within the assigned region Comfort operating in a fast-growth environment with evolving processes and priorities Our Total Rewards: At Formic, we believe people do their best work when they feel supported both professionally and personally. That's why we offer a comprehensive benefits and perks package for full-time, U.S.-based team members, including: Equity in Formic: Participate in our stock option program and share in the success of a fast-growing start-up backed by leading global investors Competitive & Uncapped Commission Structure: Designed to reward performance and impact in commission-eligible roles Comprehensive Healthcare Coverage: Medical, dental, and vision insurance through Blue Cross Blue Shield and Unum, with 99% of employee premiums covered and 75% coverage for dependents, with optional buy-up plans available Additional Insurance Benefits: FSA and DCFSA, life insurance, short-term disability, and long-term disability through Unum, all 100% employer-paid Employee Assistance Program (EAP): Fully funded by Formic, offering support when you need it most Paid Parental Leave Program: Up to 12 weeks of paid parental leave Company-sponsored 401(k): Invest in your future with our company-facilitated retirement savings plan Home Office Stipend: A one-time allowance for fully remote and hybrid employees to support an at-home or on-the-road work setup Monthly Cell Phone Reimbursement: Monthly stipend toward personal phone and internet expenses Flexible Time Off: Take the time you need, when you need it, supported by our flexible PTO policy Compensation Philosophy Formic's pay and equity packages are thoughtfully benchmarked against peer companies at a similar growth stage. Equity represents a meaningful part of our mutual investment: when Formic succeeds, so do you. Final offers are customized based on experience, geographic location, market considerations, and a candidate's preferred balance of cash and equity. Our goal is to attract and reward top talent who will have significant impact, and we are open to thoughtful discussions to align on the right structure. Compensation Range: $110,000—$160,000 USD What we look for: We're building this company from the ground up, and every person we hire has an outsized impact on our culture, performance, and trajectory. While each team member brings unique strengths and perspectives, we look for people who align with our Operating Principles and embody them in action. If this sounds like you, Formic may be the right place for you! Fearless Optimism: You make bold bets and default optimistic. You believe in the mission, aren't paralyzed by risk, and fear inaction more than failure. You see ambiguity as opportunity and bring energy to building what doesn't yet exist. Create the Magic: You absorb complexity so customers don't have to. Whether your customer is external or internal, you focus on delivering experiences that are clear, fast, value-added, and outcome-driven. You don't say "not my job." You make things work. Today, Not Tomorrow: You have a bias to action. You close the loop. You take extreme ownership. You understand that speed compounds, and you don't confuse activity with results. Seek Truth: You think from first principles. You value data over ego and strong opinions loosely held. You're willing to challenge assumptions, including your own, in pursuit of the best answer. Made of Rubber: You are resolute and adaptable. When things break or priorities shift, you rebound stronger. You treat setbacks as learning moments and move forward with grit. One Formic: You operate without silos. You practice radical helpfulness, document clearly, and make clean handoffs. You assume positive intent and prioritize team success over individual credit. Equal Opportunity Employment: Formic is an equal opportunity employer. We do not discriminate on the basis of race, color, religion or religious creed, sexual orientation, gender, gender identity, marital status, family or parental status, disability, military or veteran status, or any other basis protected by law. All employment decisions are based on a person's merit, business needs, and role requirements. AI Use: At Formic, fairness and transparency are at the heart of our hiring process. We use AI-powered tools in some interviews to help our teams evaluate candidate responses, but all final hiring decisions are made by humans.

🏢 Summary: The role offers an opportunity to drive enterprise IT sales within the Baltimore-Washington/Northern Virginia area, focusing on building strategic relationships and delivering data center, cloud, AI, and infrastructure solutions. The Account Executive is responsible for developing new accounts, growing existing clients, and executing strategic sales plans across Mid-Tier and Fortune 1000 organizations. The position includes a competitive base salary with uncapped commissions and requires a hybrid on-site presence. 🗂️ Requirements: Geographically located in Baltimore-Washington metropolitan area or Northern Virginia, Willingness to work on-site 1–2 days per week, Minimum 5 years of experience selling technology services, Proven success selling to CXO and VP levels, Experience selling data center, cloud, collaboration, and network infrastructure solutions, Ability to prospect, qualify leads, and close new accounts, Experience with Managed Accounts, Strong communication and presentation skills, Ability to travel up to 30% 📃 Skills: Sales, Cloud, AI, Networking, Infrastructure, Collaboration, DataCenter, E-business, Forecasting, AccountManagement, Prospecting, LeadManagement 🏢 Description: Overview Candidates must be geographically located within the Baltimore-Washington metropolitan area or Northern Virginia with a willingness to work on-site in the office one to two days per week. If you have a passion for tech sales, experience selling enterprise IT solutions, and excel at building long-term relationships, this role offers the opportunity to drive technology solutions that transform businesses. You will engage with clients across diverse industries, utilizing innovative solutions to solve complex challenges. Additionally, you will sell a diverse portfolio of services and products from leading technology vendors, OEMs, and enterprise solutions providers. Your Impact The essential functions of this position include: - Develop and execute strategic sales plans to drive growth including new account relationships - Achieve growth objectives through prospecting, active lead management, and relationship building with Mid-Tier and Fortune 1000 companies - Maintain and grow existing client revenues through cross-selling of core competencies - Establish and maintain manufacturer/partner relationships to develop joint sales opportunities - Implement an ongoing account management plan, including leveraging specialized resources - Provide monthly forecast and quarterly reviews for assigned territory - Travel up to 30% may be required, primarily within the local territory Qualifications - Proven success selling to Managed Accounts at the CXO and VP levels - Minimum of 5 years of experience selling technology services including data center, cloud, collaboration, network infrastructure, and emerging technologies - Experience selling AI solutions and services is a plus - VAR/systems integrator sales and/or direct selling experience with technology OEMs or software companies preferred - Knowledge of e-business solutions environment - Strong ability to qualify leads, engage new markets, and close new accounts - Excellent communication, presentation, problem-solving, and time management skills - Demonstrated ability to leverage subject matter experts to accelerate the sales process - Ability to take initiative, self-motivate, and drive sales success independently Greatly Preferred Experience: - 10+ years Commercial Enterprise or SLED technology sales experience (Maryland and/or Northern Virginia) - BA/BS in Business, Management, Computer Science, or Engineering preferred Why Join - Competitive base salary with uncapped commissions - Support from cross-functional teams including Inside Sales and Pre-Sales Engineers - Access to a robust portfolio of IT solutions and services backed by strategic technology partnerships - Career growth through continuous learning and internal mobility opportunities Position Specifics The initial base salary range for this position is expected to be between $80,000 and $125,000 annually. Final base salary is determined by job-related knowledge, experience, skills, certifications, and geographic location. Compensation includes variable pay through commissions based on individual sales performance. A full range of medical, financial, and other benefits are available, including 401(k) eligibility, employee stock purchase program, and paid time off benefits such as vacation, sick time, and personal leave. Details of participation in benefit plans will be provided if an offer of employment is extended. Physical Requirements While performing this role, you will engage in both seated and occasional standing or walking activities. Reasonable accommodations are provided in accordance with relevant laws.

🏢 Summary: Hunter-focused Business Development Manager role driving new business opportunities and pipeline growth for AI and technology services across North America. The position involves outbound prospecting, client relationship development, negotiations, and frequent travel while working closely with leadership. Offers strong earning potential, flexible employment models, and exposure to AI and cloud solutions. 🗂️ Requirements: 5+ years of sales or business development experience in consulting or services-led environments, Experience selling technology services, Ability to prospect and qualify leads independently, Experience managing client negotiations, Ability to work autonomously without detailed supervision, Willingness to travel up to 40%, Experience with outbound outreach via email, calls, and social channels 📃 Skills: Sales, Prospecting, Negotiation, Outbound, Consulting, AI, Cloud, CRM 🏢 Description: We’re seeking an energetic Business Development Manager to join our growing team and help drive market expansion. This is a hunter-oriented role focused on developing pipeline, generating new opportunities, and engaging with mid-market and enterprise prospects. You’ll work closely with leadership but operate with autonomy — this hire is for someone who proactively finds and closes opportunities rather than waiting for direction. This role is ideal for candidates with experience selling services/solutions (consulting, technical services, technology partnerships) rather than strictly product sales, and who thrive in an active, travel-friendly environment. Responsibilities: - Source and qualify new business opportunities in North America. - Build and manage a client pipeline across multiple verticals. - Proactively reach out to prospects via outbound (email, calls, social). - Coordinate discovery & qualification conversations. - Partner with leadership to close deals. - Attend industry events, conferences, and client meetings (travel expected 40% of the time). What You Need to Succeed: - 5+ years of sales or BDM experience in consulting/services-led environments. - Proven ability to prospect, engage, and qualify leads independently. - Experience with selling technology services and managing negotiations with clients. - Highly motivated, results-driven, and coachable. - Comfortable working without detailed day-to-day supervision. - Willing to travel for client meetings and events. Why Join Us: - High-impact role with direct visibility to leadership. - Strong earning potential with performance-based bonuses. - Opportunity to work with cutting-edge AI and cloud solutions. - B2B contract model or full-time model. - OTE range $170-180k. The salary range is determined through interviews and a review of the education, experience, knowledge, skills, abilities of the applicant, and alignment with market data. - Unlimited Vacation policy. - Generous health, vision, and dental insurance. - 401(K) matching plan.