Account Executive - Maritech (Software Sales)

Account Executive Accelerate Performance. About CAI Software CAI Software builds purpose-built solutions that help manufacturers, processors, and distributors accelerate performance. Our mission is to enable manufacturers to transform performance through a connected, AI-assisted ecosystem that delivers visibility, control, and continuous improvement.

We bring the deep operational expertise and enterprise infrastructure to be a true long-term performance partner. With 6,200+ active customers worldwide and a market-leading position in every vertical we serve, CAI combines 45+ years of industry expertise with modern AI-driven execution - helping businesses move faster, operate smarter, and perform at their peak.

We work across 15+ industries and 10+ countries, guided by three values built into our name: Candor, Accountability, and Impact. 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 industries we serve.

This structure keeps our teams close to customer needs while operating with the scale and support of a global software company. Process Manufacturing This role is part of our Process Manufacturing business unit

• Maritech, which delivers ERP and operational software to manufacturers that transform raw materials into finished goods through formulas, recipes, or batch-driven processes. We serve fishing, food and beverage, pharmaceutical, chemical, nutraceutical, paint, supply chain logistics and related manufacturers - supporting end-to-end operations built for measurable performance outcomes.

About the Role

We are seeking a driven, results-oriented Account Executive to support the next phase of growth within our Maritech business. This role is responsible for net-new logo acquisition as well as expansion of existing Martitech customers within the Norwegian and Icelandic region, 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 and possesses strong seafood industry knowledge.

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.

What You'll Do

Sales Strategy & Execution Own and consistently meet or exceed an assigned Mid. Market revenue quota for the Norwegian and EMEA territory, with a proven track record of closing SMB and Mid Market deals Execute a territory strategy focused on net-new logo acquisition and land-and-expand growth within strategic Mid. Market 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 Pipeline Management & Forecasting Build, qualify, and maintain a robust, self-sourced pipeline aligned to Mid.

Market 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 Collaboration & Alignment 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 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 What We're Looking For 5+ years of B2B sales experience, preferably Mid.

Market software (SaaS, ERP, et.) 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 manufacturing and/or seafood environments Experience partnering with Customer Success for account expansion Familiarity with operational, plant-floor, or compliance-driven use cases Why Join CAI At CAI, we are building something that matters.

With 6,200+ customers across 15+ industries and active investment in AI-driven performance tools, we are positioned to define what the next generation of manufacturing software looks like - and we are building the team to lead that work. Our four pillars define how we deliver for customers - and how we work: Built to Fit

• Fits how your business runs so performance comes standard Built to Expedite
• Speeds time to performance without heavy lifts or delays. Built to Deliver
• AI turns action and insights into measurable performance. Built to Scale
• Sustains and scales performance without disruption.