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Sustainment is an AI-native software platform helping US-based manufacturers connect with critical suppliers to build and manage supply chains. The company serves both DoD and commercial customers, positioning itself as a dual-use technology platform supporting American manufacturing resilience.
As an Account Executive, you will own new logo acquisition and expansion within existing accounts for upper-mid-market and enterprise manufacturers. This is a long-cycle, consultative enterprise sale in an emerging category with no established buyer playbook—you will build the pattern as you go.
Key responsibilities include:
- Landing new logos and expanding within them by winning additional buying groups, divisions, or functions
- Managing a defined target account list in partnership with a BDR on outbound prospecting
- Building and defending ROI business cases against finance and procurement scrutiny through buying committees
- Multi-threading across supply chain, operations, procurement, IT, and finance stakeholders
- Feeding market intelligence back to product, marketing, and leadership—your field pattern recognition is a company asset
- Operating as a tight pod with the founding Sales Engineer on technical discovery and proof, and with your BDR on account penetration
You report to the VP of Sales and work closely with a dedicated BDR and founding Sales Engineer. The role is hybrid in Austin, with expectation of ~50% travel to customer meetings and market-facing events.
REQUIREMENTS:
- 5+ years total closing experience in B2B SaaS
- 2+ years closing experience in an enterprise sales motion
- Demonstrated enterprise-style sales process with long cycles, multiple stakeholders, formal procurement, and committee decisions (bring specific deal examples showing multi-threading)
- Experience selling into an undefined or emerging category where no buyer playbook existed and you built or collaborated to build one
- Value-based selling capability: ability to construct ROI models and defend them under pressure
- Genuine land-and-expand experience—landing new logos and growing them by winning additional buying groups or divisions
- Comfort operating off a defined target account list in coordinated partnership with sales engineering and BDR support
- Operate in a constant state of learning and improving driven by curiosity and drive to succeed
STRONG PLUS:
- ERP or SAP familiarity
- Working knowledge of procurement and RFQ workflows
- Experience selling into manufacturing, defense, industrial, or supply chain markets
- Experience as an early AE at a Series A/B company
