Senior Account Executive - Key Accounts
Fictiv · Remote · $100,000 (stated in the posting)
About MISUMI Americas
MISUMI Americas, a division of MISUMI Group, is a leading provider of standard, configurable, and custom manufacturing solutions. By integrating a vast catalog of components with a world-class digital manufacturing platform, MISUMI Americas empowers engineers and procurement teams to accelerate innovation across the entire product lifecycle. With operations in the San Francisco Bay Area and Chicago, the company serves as a vital partner for the most innovative companies in the Americas.
Impact In This Role
As a Senior Account Executive on the MedTech, Aerospace, Robotics, Energy and Mobility Key Accounts Sales Team, you will work with some of the most innovative companies in the world to help them bring ambitious products to market. You will develop and expand accounts with multi-million-dollar manufacturing potential in a complex, consultative sales motion — earning credibility with engineering, supply chain, procurement, operations, and executive stakeholders while helping customers solve urgent manufacturing challenges, all while balancing high-velocity transactional demand within your accounts.
This role operates at the intersection of enterprise strategy, technical manufacturing, and commercial execution. The bar is high because the opportunity is high: MISUMI Americas' key accounts require someone who can earn trust with sophisticated customers, navigate ambiguity, and build large partnerships out of complex technical problems. A top performer will not simply sell capacity — they will build deep relationships inside large organizations, identify where MISUMI Americas can materially improve speed, quality, cost, flexibility, or supply-chain resilience, and convert those opportunities into durable partnerships.
What You’ll Be Doing
- Develop and execute strategic account plans for large enterprise targets. Own a defined portfolio of high-potential accounts and build strategies that map business units, engineering teams, procurement groups, manufacturing decision-makers, executive sponsors, incumbent supplier relationships, program timelines, and expansion paths. Top performers know where the account is going before the customer issues an RFQ.
- Create and progress complex, multi-stakeholder opportunities. Identify manufacturing pain across prototype, NPI, low-volume production, bridge production, and supply-chain resiliency use cases. Navigate long cycles involving engineering validation, supplier qualification, procurement scrutiny, legal review, quality requirements, and executive approval.
- Translate technical manufacturing challenges into business value. Understand requirements across CNC machining, injection molding, sheet metal fabrication, additive manufacturing, tolerances, materials, inspection, DFM, lead times, cost drivers, and production risk — and convert them into commercial value tied to speed-to-market, engineering throughput, supply continuity, working-capital efficiency, and total cost of ownership.
- Lead cross-functional deal orchestration. Partner with applications engineering, sourcing, manufacturing operations, customer success, quality, finance, and leadership to design solutions that can be sold, delivered, scaled, and renewed — coordinating internal resources with discipline and urgency rather than throwing opportunities over the wall.
- Build executive-level relationships and expansion pathways. Establish credibility beyond the initial buying group with VP- and C-level leaders in engineering, supply chain, operations, product development, and procurement. Use early wins to expand across divisions, product lines, geographies, and manufacturing categories.
- Own commercial strategy, negotiation, and closing. Drive pricing strategy, business cases, proposals, MSAs, supplier onboarding, enterprise agreements, and complex negotiations — balancing customer advocacy with MISUMI Americas' commercial goals so deals are strategically valuable, operationally executable, and positioned for long-term growth.
- Maintain rigorous pipeline discipline and forecast accuracy. Build a sufficient, qualified pipeline, manage opportunity stages with precision, surface risk early, and maintain a reliable forecast. Excellence requires both strategic creativity and operating discipline.
Desired Traits
Required
- 8+ years of B2B sales experience, including 5+ years selling complex technical solutions into enterprise or strategic accounts.
- Demonstrated success closing and expanding six- and seven-figure ACV opportunities, with direct involvement in multi-million-dollar account growth.
- Consistent record of meeting or exceeding quota in a long-cycle, consultative sales environment.
- Experience selling into organizations where buying decisions span engineering, procurement, supply chain, operations, finance, legal, and executive stakeholders.
- Working knowledge of technical manufacturing, engineering services, industrial supply chains, or product development, with the ability to discuss tolerances, materials, processes, lead times, quality standards, DFM, inspection, and supplier qualification.
- Strong command of enterprise sales methodology, account planning, pipeline management, deal qualification, mutual action plans, and executive-level selling.
- Comfortable owning a territory or named-account book with high expectations for pipeline creation, deal strategy, forecast integrity, and expansion.
- Able to spend 50%+ of time out of the office, in front of customers.
Preferred
- Familiarity with CNC machining, injection molding, sheet metal, urethane casting, additive manufacturing, or precision manufacturing workflows.
- Prior success selling into aerospace, medical device, robotics, mobility, automotive, consumer electronics, industrial equipment, or energy sectors.
- Experience displacing incumbent suppliers or introducing a new operating model into conservative manufacturing organizations.
- Background using MEDDICC, Challenger, Command of the Message, Force Management, or similar enterprise sales frameworks.
- Experience managing accounts with both centralized procurement and decentralized engineering demand.
- BS in Engineering or a technical degree.
Physical Demands
Primarily remote/home-office work with extended periods at a computer. The role requires frequent domestic travel to customer sites, manufacturing facilities, trade shows, and team offsites, including standing, walking plant floors, and occasional lifting of sample parts or demo materials.
Perks and Benefits
- Competitive medical, dental, and vision insurance
- 401K plan
- Paid volunteer days
- And much, much more!
Salary: $100,000 base per year, $100,000 variable per year (uncapped)
Interested in learning more? We look forward to hearing from you soon.
We’re actively seeking teammates who:
- Bring diverse perspectives and experience to our culture and company.
- Excel at being part of a strong, empathetic team.
- Thrive in an environment emphasizing respect, honesty, collaboration, and growth.
- Have an ‘always learning’ mindset that celebrates learning, not just wins.
- Help us continue to build a world-class organization that values the contributions of all of our teammates
We encourage applications from members of underrepresented groups, including but not limited to women, members of the LGBTQ community, people of color, people with disabilities, and veterans.