Enterprise Account Executive

Job description

# **Who is Litmus** Litmus is building the data foundation that powers industrial AI. AI doesn’t work without real-world, contextualized data - Litmus makes that data usable. As AI adoption accelerates, most industrial environments still can’t access or use their operational data. We solve that gap. We’re a growth-stage software company helping manufacturers access, structure, and use real-time data from machines, systems, and sensors at the edge. Our platform sits at the intersection of edge computing, AI, and industrial operations, enabling some of the world’s largest companies to run operations in real time, reduce downtime, and optimize production. Backed by leading investors and trusted by global manufacturers and partners like Google, Microsoft, Dell, Oracle, and Mitsubishi, Litmus is powering the shift toward software-defined manufacturing. # **Why join Litmus** ### ## **Build the infrastructure that makes industrial AI possible** AI is moving beyond the cloud and into the physical world. At Litmus, you’ll build the infrastructure that enables real-time data to power AI and machine learning systems in production environments. ### ## **Work on problems where software meets the real world** Most AI systems fail without access to real-world data. You’ll build the layer that makes them viable in production. We solve challenges at the intersection of distributed systems, real-time data, and industrial constraints — where reliability, scale, and performance are non-negotiable. ### ## **Have real impact, fast** You’ll work on systems used by real customers in production, with direct impact on product and company trajectory. As a scaling company, we move quickly. You’ll have ownership, visibility, and the ability to shape both product and company as we scale. ### ## **Join a high-performance team** We’re building a team that holds a high bar and pushes each other to improve. You’ll work alongside experienced operators, engineers, and leaders who have done this before and are building again at scale. We hire people who take ownership, move quickly, and care about outcomes. No passengers. # **Our culture** At Litmus, the team is collaborative, curious, and low ego. People are scrappy, take ownership, and look for ways to make an impact. We value empathy just as much as execution, whether that’s in how we build, how we communicate, or how we support each other. We’re a growing company, so things move quickly and not everything is perfectly defined. If you enjoy figuring things out, working closely with others, and making steady progress, you’ll do well here. ## **About the Role** We're hiring an Enterprise Account Executive to drive new and expansion revenue across a portfolio of large industrial manufacturers. You'll be responsible for winning new enterprise logos and growing existing customers from initial sites to multi-site, global deployments of the Litmus Industrial DataOps platform. You'll work closely with Solutions Engineering, Customer Success, Marketing and our partner ecosystem to help manufacturers connect and put their OT data to work for analytics, AI and digital transformation. This role will focus on a specific industry vertical (for example, life sciences, food & beverage/CPG, automotive, chemicals, or energy). The vertical has not yet been determined and will be aligned to your background and Litmus's go-to-market priorities. This is a remote role based in the U.S. or Canada, reporting to the VP of Sales, North America, with up to 40% travel to customer sites, manufacturing plants and industry events. ## **What You’ll Do** · Build and execute a territory plan to win new enterprise accounts within your assigned industry vertical. · Prospect into and build relationships with senior stakeholders across Manufacturing and Operations, Digital/Industry 4.0, OT/Automation, Engineering and IT. · Run disciplined, multi-threaded sales cycles using MEDDICC, from discovery and business case through technical validation, pilot, procurement and close. · Expand existing customers from initial plant or use-case deployments to multi-site and enterprise agreements, working with Customer Success to drive adoption and value. · Build strategic account plans and mutual success plans, and lead executive business reviews with key accounts. · Become Litmus's go-to expert in your vertical: learn its operational priorities, regulatory environment and buying dynamics, and bring a clear point of view to customers. · Co-sell with system integrators, consulting firms and technology partners (automation, MES, cloud and data platforms) that serve your vertical. · Maintain an accurate pipeline and forecast in Salesforce and consistently meet or exceed quarterly and annual bookings targets. ## **What You’ll Bring** ### **Must Have** · 4+ years of quota-carrying enterprise software sales experience, with a track record of closing complex, high-value deals. · Experience selling into manufacturing or industrial organizations. · Proven success both hunting new logos and expanding existing accounts in a land-and-expand model. · Comfort engaging executive and plant-level stakeholders, and translating technical capabilities into business outcomes. · Experience with a formal sales methodology (MEDDICC, Command of the Message, Challenger or similar). ### **Nice to Have** · Deep experience or an existing network in a specific manufacturing vertical. · Background in industrial software, IIoT, OT/IT, MES, historians, automation or manufacturing data and analytics. · Familiarity with ISA-95, OPC UA and Unified Namespace (UNS) concepts. · Experience co-selling with global system integrators and cloud/data platform partners.