Account Executive

Company Overview: Sustainment is an AI-native software platform that helps US-based manufacturers easily find and work with the critical suppliers they need to build and manage their supply chains. Our vision is to reimagine American manufacturing as a hyperconnected, secure, and resilient ecosystem of local and regional suppliers who can more easily connect, interact, and do business with the industry and government customers that rely on them. We are a dual-use technology platform that supports both DoD and commercial customers in pursuit of our vision.

Job Overview: We’re seeking an experienced and results-driven Account Executive to help grow our mid-market segment, selling our AI-native SaaS platform into supply chain and procurement teams within the manufacturing industry. This is a high-impact role for a consultative seller who understands the complexity of manufacturing operations and brings deep experience selling SaaS solutions using the MEDDIC qualification framework and Challenger sales process.

As an Account Executive, you’ll own the full sales cycle - from pipeline generation to close - while partnering cross-functionally with marketing, customer success, and product to ensure a high-quality buyer experience. Your ability to navigate multi-stakeholder deals and translate technical value into business outcomes will be key to your success.

What you’ll bring:

• 5+ years of experience in B2B SaaS sales, with a strong track record of success in mid-market or enterprise environments

• Proven success selling into manufacturing, supply chain, or procurement functions

• Deep familiarity with the MEDDIC sales methodology and ability to apply it in complex, multi-threaded deals

• Strong consultative selling skills with the ability to align product capabilities with buyer pain points and business outcomes

• Excellent written and verbal communication, presentation, and negotiation skills

• Experience using Hubspot (or similar CRM), sales engagement tools (e.g. Outreach, ZoomInfo), and pipeline management systems

• Comfortable working in a dynamic, high-growth environment with evolving priorities

• Bachelor’s degree or equivalent work experience

• Experience working in early-stage or high-growth SaaS companies

• Familiarity with AI/ML-powered enterprise software solutions

• Ability to travel and desire to establish trust through face-to-face engagement How you will lead:

• Own the sales cycle for mid-market accounts, from qualification to negotiation and close

• Engage with supply chain, procurement, and operations leaders to understand business challenges and map them to our platform’s capabilities

• Apply our sales methodology to qualify opportunities, manage complex deal cycles, and forecast accurately

• Contribute to a robust pipeline through a mix of outbound prospecting, inbound follow-up, and partner/channel collaboration in coordination with our BDR team.

• Collaborate with Sales Engineering and Product to tailor demos, proposals, and solutions to specific customer needs

• Provide strategic input on market trends, customer feedback, and competitive positioning

• Partner with Marketing and BDR teams to improve outreach, targeting, and campaign effectiveness

• Meet or exceed quarterly revenue targets while maintaining high win rates and sales velocity Sustainment offers a competitive benefits package for full time employees including medical, dental, vision, paid time off, company holidays, and 401K matching.

Sustainment is proud to be an equal opportunity employer. We provide employment opportunities without regard to age, race, color, ancestry, national origin, religion, disability, sex, gender identity or expression, sexual orientation, veteran status, or any other protected class.

Applicants must be authorized to work for ANY employer in the U.S. We are unable to sponsor or take over sponsorship of an employment Visa at this time.

Sustainment participates in E-Verify.