The Enterprise Account Executive will manage complex sales cycles, build a book of business, and work with enterprise clients to optimize manufacturing processes and deliver AI solutions.
Manufacturing advanced electronics requires understanding millions of signals generated across complex assembly processes. Instrumental builds systems that capture and analyze those signals — images, test results, and process data — enabling engineers to discover failures, identify root causes, and deploy production controls that improve yield and product maturity. Leading companies such as NVIDIA, Cisco, and Meta rely on Instrumental to accelerate new product development and scale manufacturing across global factories. Instrumental has become mission-critical for manufacturers building and scaling the next generation of AI infrastructure hardware.
The ideal person for this role loves hardware engineering and electronics manufacturing. Helping our 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. You take ownership of your pipeline by doing your own prospecting, asking great questions, listening, and delivering ROI cases to executives. You’ll be selling a cloud AI product (saas) that works: it demos well and provides significant value in the right use cases. We are still operating in a blue ocean without, without a clear categorization of our solution nor competition, and are solving real-world problems that no other solutions in the market today can address. You can confidently sell knowing that once the deal is closed, your customer will realize value within the first 90 days.
We're Looking For Someone Who:
- 8+ years of quota-carrying B2B sales experience, with at least 2+ years selling engineering or manufacturing software into enterprise accounts.
- Proven track record of consistently exceeding $1M+ annual quota.
- Experience navigating complex sales cycles with multiple stakeholders and procurement.
- Familiarity with MEDDPIC, Jolt, or similar enterprise sales methodologies.c
- Loves the building stage of startups and brings experience finding new paths to success: rolling up their sleeves, and hitting the phone – all with startup urgency. You are a heat-seeking missile for customer needs and derive great satisfaction from the journey of solving customer problems with technology.
- You are an adaptable and resourceful hunter. If something doesn’t exist, you’ll build it. If a customer has an objection, you’ll figure out how to deliver the right business case. If you don’t have enough in your pipeline, you’ll fill it.
- Prefers to get in front of customers face-to-face and is willing to travel to do so.
- Has experience selling or working with manufacturing data, digital transformation, analytics, and/or verticalized AI to technical buyers. Prior specialized experience in selling manufacturing software, or into the high-tech electronics, industrial electronics, automotive Tier 2/3s, or aerospace & defense space.
What You'll Be Doing:
- Navigate complex buying processes, engaging with stakeholders from technical teams up to the C-suite of enterprise accounts building the most innovative and ones of the complex electronics on earth.
- Building your own book of business: This means you believe that only you are accountable for your own pipeline generation. We will help set you up for success with tools, marketing, and support - this role is focused on working with net new customers, not existing ones.
- Developing and managing a robust pipeline of enterprise opportunities across target accounts
- Lead discovery to deeply understand customer challenges and align solutions to their business objectives.
- Selling as a team: While you own and operate the sales cycle with new customers, Marketing, Solutions Architects, Customer Success, TPMs and Product Managers all work together to deliver value to our customers.
- Finding new paths: We are a growing organization delivering new technology into an industry that is undergoing constant change.
- Contracts, infosec & finance: Closing deals requires partnering with your customers’ finance, legal, and IT teams.
We’re a growing team that works collaboratively, supports each other, and is energized by having impact. We value passion and the ability to learn – you’re encouraged to apply even if your experience doesn’t match the job description precisely!
The following is a representative annual OTE per year within the Bay Area: $290k - $330k.In addition, job level and salary opportunities are evaluated through our interview process – we review the experience, knowledge, skills, and abilities of each applicant.
Instrumental is proud to offer a highly-rated variety of benefits, including health, vision, dental, commuter plans, and parental leave.
Top Skills
Cloud Ai
Engineering Software
Manufacturing Software
SaaS
Instrumental Palo Alto, California, USA Office
909 Alma Street, Palo Alto, CA, United States, 94301
Similar Jobs
Artificial Intelligence • Big Data • Cloud • Information Technology • Machine Learning • Software
The Enterprise Account Executive generates new business sales in the West region through account planning, prospecting, and strategic partnerships, managing customer relationships, and ensuring satisfaction.
Top Skills:
Digital Employee Experience Management SoftwareEnterprise TechnologySoftware Sales
.png)
Cloud • Insurance • Payments • Software • Business Intelligence • App development • Big Data Analytics
The Enterprise Account Executive is responsible for selling software solutions to large clients in the insurance industry, managing relationships, and achieving sales targets.
Top Skills:
ExcelMicrosoft OutlookMicrosoft PowerpointMicrosoft WordSalesforce
Big Data • Cloud • Software • Database
As a Senior Enterprise Account Executive, you'll identify new business opportunities, grow existing accounts, and manage the sales cycle, focusing on MongoDB products.
Top Skills:
ClariOutreachSales NavigatorSalesforceSendosoZoominfo
What you need to know about the San Francisco Tech Scene
San Francisco and the surrounding Bay Area attracts more startup funding than any other region in the world. Home to Stanford University and UC Berkeley, leading VC firms and several of the world’s most valuable companies, the Bay Area is the place to go for anyone looking to make it big in the tech industry. That said, San Francisco has a lot to offer beyond technology thanks to a thriving art and music scene, excellent food and a short drive to several of the country’s most beautiful recreational areas.
Key Facts About San Francisco Tech
- Number of Tech Workers: 365,500; 13.9% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Google, Apple, Salesforce, Meta
- Key Industries: Artificial intelligence, cloud computing, fintech, consumer technology, software
- Funding Landscape: $50.5 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Sequoia Capital, Andreessen Horowitz, Bessemer Venture Partners, Greylock Partners, Khosla Ventures, Kleiner Perkins
- Research Centers and Universities: Stanford University; University of California, Berkeley; University of San Francisco; Santa Clara University; Ames Research Center; Center for AI Safety; California Institute for Regenerative Medicine
