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Litmus Automation is building the data foundation that powers industrial AI. The company provides edge computing and real-time data infrastructure that enables manufacturers to access, structure, and use operational data from machines, systems, and sensors. Litmus's platform sits at the intersection of edge computing, AI, and industrial operations, helping global manufacturers run operations in real time, reduce downtime, and optimize production. The company is backed by leading investors and trusted by manufacturers and partners including Google, Microsoft, Dell, Oracle, and Mitsubishi.
As an Enterprise Account Executive, you will drive new and expansion revenue across a portfolio of large industrial manufacturers. You will 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 will work closely with Solutions Engineering, Customer Success, Marketing, and the partner ecosystem to help manufacturers connect and put their operational technology (OT) data to work for analytics, AI, and digital transformation.
Your responsibilities will include:
- Building and executing a territory plan to win new enterprise accounts within an assigned industry vertical (e.g., life sciences, food & beverage/CPG, automotive, chemicals, or energy).
- Prospecting into and building relationships with senior stakeholders across Manufacturing and Operations, Digital/Industry 4.0, OT/Automation, Engineering, and IT.
- Running disciplined, multi-threaded sales cycles using MEDDICC methodology, from discovery and business case through technical validation, pilot, procurement, and close.
- Expanding existing customers from initial plant or use-case deployments to multi-site and enterprise agreements, working with Customer Success to drive adoption and value.
- Building strategic account plans and mutual success plans, and leading executive business reviews with key accounts.
- Becoming Litmus's go-to expert in your vertical: learning its operational priorities, regulatory environment, and buying dynamics, and bringing a clear point of view to customers.
- Co-selling with system integrators, consulting firms, and technology partners (automation, MES, cloud, and data platforms) that serve your vertical.
- Maintaining an accurate pipeline and forecast in Salesforce and consistently meeting or exceeding quarterly and annual bookings targets.
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.
REQUIREMENTS:
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.
