About this role.
Cordance is hiring a remote, US-based Account Executive to drive new-logo SaaS revenue across manufacturing, industrial services, field operations, and logistics. The role owns the full sales cycle, including prospecting, discovery, demos, ROI proposals, negotiation, forecasting, and closing. Success requires consultative selling expertise, MEDDPICC discipline, and the ability to navigate complex buying groups involving operations, safety, procurement, engineering, and IT. The ideal candidate has at least five years of full-cycle SaaS sales experience and direct familiarity with industrial operating environments, such as EHS, CMMS, FSM, IoT, or manufacturing software. This is a high-growth, performance-oriented role requiring close collaboration with SDRs, marketing, and customer success.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
4/5Pace & Pressure
5/5Autonomy Level
4/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
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Sample interview questions
I would outline the account context, the operational problem, the buying committee, and how I created urgency. I would explain my discovery process, the ROI case, MEDDPICC qualification, stakeholder plan, commercial strategy, and measurable deal outcome.
I begin with workflow-level discovery around downtime, labor utilization, compliance exposure, maintenance, safety incidents, and reporting burden. I convert the findings into an ROI model using the customer’s baseline metrics, validate assumptions with stakeholders, and connect the business case to executive priorities.
I document metrics, economic buyer access, decision criteria and process, paper process, pain, champion strength, and competition for every meaningful opportunity. I use identified gaps to create next steps, downgrade weak deals early, and maintain a forecast based on verified evidence rather than seller optimism.
I tailor the value message to each function while maintaining one shared business case. Operations may prioritize efficiency, safety leaders risk reduction, IT integration and security, procurement commercial clarity, and executives financial impact; I map influence, identify a champion, and coordinate consensus-building milestones.
I would segment target accounts by industry, site complexity, operational maturity, and likely trigger events such as expansion, safety initiatives, maintenance challenges, or compliance changes. I would partner with SDRs on persona-specific messaging, run multichannel sequences, use relevant customer proof points, and inspect conversion data to continuously improve outreach.
Cordance is dedicated to accelerating the growth of vertically focused business-to-business (B2B) software-as-a-service (SaaS) companies through acquisition and long-term tactical and financial guidance. We’re experienced operators and subject-matter experts with a passion for software and building businesses. We partner with founders to help them scale their businesses and realize their companies’ full potential.
We look for businesses with strong leadership and high potential for profitable growth, and work together to increase year-over-year revenue, company efficiency, and impact. Cordance envisions that all companies we work with achieve their full potential. We embrace what makes each company great and build on those foundations. We believe in elevating a company as it scales, delivering dignity to the organization and its employees, and sharing a passion for building a legacy.
Location: Remote (US-based candidates only)
Position Overview
Cordance is looking for an experienced Account Executive specializing in Industrial SaaS to fuel new business growth in manufacturing, field operations, and industrial services. You will work with organizations of all sizes—from small operations to large, multi-site enterprises—and the role requires a seller with strong consultative skills and familiarity with operational, safety, and process-driven environments.
You will engage operational leaders, plant managers, safety directors, engineering teams, and IT stakeholders to drive adoption of software that improves efficiency, reduces downtime, and mitigates risk.
Key Responsibilities
- Target new logo opportunities across manufacturing, industrial services, field operations, and logistics.
- Use vertical knowledge to identify pain around downtime, compliance, maintenance, workforce training, or safety workflows.
- Execute outbound strategies targeting operations, engineering, safety, and technology leaders.
- Own the full sales cycle, from qualification to close.
- Deliver product demonstrations that highlight operational efficiency, automation, asset visibility, and compliance reporting.
- Conduct deep discovery to assess process gaps, worksite challenges, and performance benchmarks.
- Develop ROI-based proposals quantifying time/efficiency gains, risk reduction, or safety improvements.
- Apply MEDDPICC for qualification and forecasting.
- Maintain strong CRM hygiene in HubSpot.
- Run structured, repeatable sales motions aligned to industrial buyer journeys.
- Collaborate with SDRs to optimize outreach to operational leaders.
- Partner with Marketing to refine industrial messaging, case studies, and campaigns.
- Work with Customer Success on expectation setting and project transition.
- Navigate multi-department industrial buying groups involving operations, procurement, safety, and IT.
- Align contract terms to operational priorities and budget cycles.
Competencies:
- Sales Execution & Strategy: Proven ability to own full-cycle SaaS sales in the mid-market segment, consistently achieving or exceeding quota. Balances disciplined process with creative deal strategy to accelerate new logo growth.
- Consultative Selling & Value Creation: Fluent in value-based discovery and business outcome alignment. Applies MEDDPICC rigor to qualify opportunities and advance deals efficiently.
- Relationship Development: Builds credibility and trust across multiple stakeholder levels — from functional leaders to executive sponsors — by acting as a strategic partner focused on business outcomes.
- Negotiation & Closing: Expert in crafting win-win deal structures that drive ARR growth while maintaining profitability and customer satisfaction.
- Operational Discipline: Maintains accurate forecasting, pipeline visibility, and CRM data hygiene. Prioritizes deals based on impact potential and alignment with ICP.
- Collaboration & Team Engagement: Partners effectively with SDRs, Sales Leadership, and Marketing to execute GTM strategies and ensure seamless transitions into post-sale success.
- Performance & Resilience: Operates with persistence, adaptability, and focus in a high-growth, evolving environment. Demonstrates ownership, urgency, and continuous improvement.
Required Qualifications
Experience:
- 5+ years of full-cycle SaaS sales experience, with a strong record of meeting or exceeding quota.
- Experience selling into industrial, manufacturing, or field operations environments.
- Experience closing SaaS deals across the full spectrum—from small businesses to large enterprise organizations.
- Familiarity with process optimization, asset management, or operational safety concepts.
- HubSpot CRM experience preferred.
- Expertise using structured methodologies such as MEDDPICC to drive forecast accuracy and close rates.
- Proven ability to engage and influence multiple stakeholders, including senior decision-makers.
- Exceptional communication, presentation, and negotiation skills.
- CRM proficiency (HubSpot preferred).
- Self-starter with resilience, discipline, and the ability to thrive in a dynamic, high-performance environment.
Preferred Qualifications
- Experience selling EHS, CMMS, FSM, IoT, or manufacturing operations software.
- Familiarity with OSHA, maintenance standards, or operational compliance requirements.
- Prior work with plant managers, field ops leaders, or industrial engineering teams.
Please note that we do not accept unsolicited resumes, work on a Corp-to-Corp basis, or engage with non-vetted external agencies.
Why Join Us?
At Cordance, we believe in taking care of our team members. When you join us, you’ll enjoy a comprehensive benefits package designed to support your health, financial well-being, and work-life balance:
- Health and Wellness:
- Comprehensive Health Coverage: Coverage begins on your first day of employment.
- Retirement Savings:
- 401K Plan (US): We match 1:1 for the first 3% of contributions and 0.5:1 for the next 2%. Contribute 5% of your salary and get a 4% match. Choose from pre-tax and Roth options. You’re eligible the first of the month after 90 days and immediately vested.
- RRSP (CAN): We match 1:1 for the first 3% of contributions and 0.5:1 for the next 2%. Contribute 5% of your salary and get a 4% match. Choose from pre-tax and Roth options. You’re eligible the first of the month after 90 days and immediately vested.
- Paid Time Off:
- Flexible PTO: Enjoy uncapped paid time off to balance your work and personal life.
- Parental Leave:
- 12 weeks paid leave for all employees.
- Remote Work Support:
- Monthly Stipend: Receive $75 USD / $140 CAD per month for phone and internet if you work remotely.
- Holidays:
- Generous Holiday Schedule: Benefit from an extensive list of holidays to recharge and spend time with loved ones.
Join us and be part of a company that values your contributions and well-being from day one!
EEOC & ADA Statement:
Cordance and its companies provide equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, creed, sex, nationality, ancestry, national origin, disability status, genetics, protected veteran status, affectional or sexual orientation, gender identity or expression, marital status, or any other characteristic protected by federal, state, or local laws.
Cordance and its companies comply with federal and state disability laws and make reasonable accommodations for applicants and employees with disabilities. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please contact Human Resources.
This applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.
Final candidate must be able to pass a background check.
To view applicant notices required under federal and state law, please visit: https://cordance.co/applicant-notices/
Annual salary information is not provided for this position. Explore salary ranges for similar roles in our Salary Directory ›
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