Account Executive- Enterprise Sales, Industrial Intelligence

About Us We're rebuilding vertical software with AI — from the inside. Embrace owns the software running inside 16% of the Fortune 500, 45+ state agencies, and 450+ banks and credit unions. We acquire entrenched vertical software businesses and rebuild them around AI — products, operations, go-to-market, all of it. Our Venture Lab launches new AI-native products into those same markets, using the distribution and customer relationships our portfolio already owns. You'll ship AI into production against real workflows, real customers, and a P&L you can see move within a quarter. We hire people who want scope, speed, and ownership, and who are tired of working on AI that never reaches a customer. If you want to spend the next five years shipping into software that already runs the economy, talk to us. ​ ​ Job Description This is a remote position. THE TERRITORY You will own a strategic named-account portfolio that includes the 8 of the world's top 10 chemical companies, 3 of the top 10 global automakers, and 3 of the top 5 oil & gas majors — all already Northwest Analytics customers. Your job is to go deeper into these flagship accounts and bring the next wave of Fortune 500 logos onto the platform across chemical, life sciences, food & beverage, packaging, and advanced materials. This is a hunter role with full enterprise weight behind it — net-new logo acquisition, strategic account expansion, six- and seven-figure deal cycles. You'll report directly to the President, with executive air cover from both NWA and Embrace leadership on the deals that matter. WHAT WE SELL Northwest Analytics is the manufacturing operational analytics and SPC platform behind 3,000+ industrial deployments at the world's most demanding process manufacturers. We turn real-time process data into the early-warning signals that prevent product loss, unplanned downtime, and quality failures. Our customers save $1M–$2M per plant annually, cut unplanned downtime by 25%, and reduce product waste by 25% — and they tell us so on the record. We don't sell dashboards. We sell yield, quality, and operational control to the engineers, plant managers, and quality leaders who can't afford a bad batch. WHAT YOU'LL OWN Pipeline. Build and run a book of named enterprise accounts in process and discrete manufacturing. Prospect them, qualify them, and own them end-to-end. Deals. Lead 6–12 month consultative sales cycles with 5–8 stakeholders per deal — quality, operations, IT, finance, executive sponsor. Run discovery that uncovers real process pain (not feature checklists). Build the business case. Drive the pilot. Close the contract. Number. Carry an annual quota of $500K new ARR. Forecast accurately in Salesforce. Hit your number. Strategy. Partner with marketing, product teams, ABM campaigns, and POC scoping. You're the quarterback. WHAT A GREAT FIRST YEAR LOOKS LIKE Quarter 1 Ramped on platform, ICP, and three flagship customer stories you can tell in your sleep. 20+ qualified discovery calls booked. Quarter 2 First two opportunities into late-stage. Pilot scoped at a Fortune 500 logo. Quarter 3 First close. Pipeline coverage at 3x quota. Quarter 4 Hit number. Requirements WHO WE'RE LOOKING FOR 7+ years carrying an enterprise quota in industrial software, manufacturing analytics, MES, SPC, quality systems, or adjacent process-industry tech — and you've consistently hit it. Bring receipts. You've sold into operational and quality buyers — plant managers, VPs of Manufacturing, Quality Directors, CIOs, process engineers — and you know how a $50M industrial procurement cycle actually works (because you've survived a few). You have a track record of beating quota at 1.5 times and more with multi-stakeholder buying committees. You sell on business value, not features. You can translate "real-time SPC and edge analytics" into "you'll cut $1.5M of yield loss out of next year's P&L" without breaking a sweat. You're disciplined in CRM (Salesforce), honest in your forecast, and allergic to happy-ears pipeline. Bonus: experience selling into chemical/oil & gas, life sciences, or food & beverage manufacturing. COMPENSATION & DETAILS OTE: $220K OTE; includes uncapped bonus, Accelerators kick in after quota attainment Quota: $500K annualized new ACV (pro-rated for partial first year) Reports To: President Territory: Named enterprise accounts, North America + Intl. Travel: ~25%–40% to customer sites and industry events WHY EMBRACE, WHY NOW Embrace Software has gone from 0 to 450+ people in five years, raised $130M+ from tier-1 investors, and made the Inc. 5000. Northwest Analytics is one of the platforms inside the Industrial Group — a 35-year-old business with deep relationships at Dow, DuPont, BASF, Linde, Air Liquide, and General Mills, now investing aggressively in product, marketing, and go-to-market. The customer base is enterprise. The product is proven. The market is wide open. If you're tired of selling vaporware to startups and want to close real deals with companies that actually run the physical economy — let's talk. Benefits Competitive salary commensurate with experience. Opportunities for career advancement and professional development. Experience collaborating with a diverse, global team. Comprehensive Health Benefits to support your wellbeing and peace of mind. 401(k) retirement plan with employer match; paid time off, sick leave, and holidays.