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The Role
Own named enterprise accounts across industrial and process manufacturing. Prospect, qualify, and close net-new and expansion opportunities through 6–12 month consultative sales cycles. Engage quality, operations, IT, finance, and executive stakeholders; build value-based business cases, lead pilots, forecast in Salesforce, and achieve a $500K annual new ARR quota. Travel approximately 25%–40% to customer sites and industry events.
Summary Generated by Built In
This is a remote position.
THE TERRITORY
You will own a strategic named-account portfolio that includes the 8 of the world's top 10 chemical companies, 3 of the top 10 global automakers, and 3 of the top 5 oil & gas majors — all already Northwest Analytics customers.
Your job is to go deeper into these flagship accounts and bring the next wave of Fortune 500 logos onto the platform across chemical, life sciences, food & beverage, packaging, and advanced materials.
This is a hunter role with full enterprise weight behind it — net-new logo acquisition, strategic account expansion, six- and seven-figure deal cycles. You'll report directly to the President, with executive air cover from both NWA and Embrace leadership on the deals that matter.
WHAT WE SELL
Northwest Analytics is the manufacturing operational analytics and SPC platform behind 3,000+ industrial deployments at the world's most demanding process manufacturers. We turn real-time process data into the early-warning signals that prevent product loss, unplanned downtime, and quality failures.
Our customers save $1M–$2M per plant annually, cut unplanned downtime by 25%, and reduce product waste by 25% — and they tell us so on the record. We don't sell dashboards. We sell yield, quality, and operational control to the engineers, plant managers, and quality leaders who can't afford a bad batch.
WHAT YOU'LL OWN
- Pipeline. Build and run a book of named enterprise accounts in process and discrete manufacturing. Prospect them, qualify them, and own them end-to-end.
- Deals. Lead 6–12 month consultative sales cycles with 5–8 stakeholders per deal — quality, operations, IT, finance, executive sponsor. Run discovery that uncovers real process pain (not feature checklists). Build the business case. Drive the pilot. Close the contract.
- Number. Carry an annual quota of $500K new ARR. Forecast accurately in Salesforce. Hit your number.
- Strategy. Partner with marketing, product teams, ABM campaigns, and POC scoping. You're the quarterback.
WHAT A GREAT FIRST YEAR LOOKS LIKE
- Quarter 1 Ramped on platform, ICP, and three flagship customer stories you can tell in your sleep. 20+ qualified discovery calls booked.
- Quarter 2 First two opportunities into late-stage. Pilot scoped at a Fortune 500 logo.
- Quarter 3 First close. Pipeline coverage at 3x quota.
- Quarter 4 Hit number.
Requirements
WHO WE'RE LOOKING FOR
- 7+ years carrying an enterprise quota in industrial software, manufacturing analytics, MES, SPC, quality systems, or adjacent process-industry tech — and you've consistently hit it. Bring receipts.
- You've sold into operational and quality buyers — plant managers, VPs of Manufacturing, Quality Directors, CIOs, process engineers — and you know how a $50M industrial procurement cycle actually works (because you've survived a few).
- You have a track record of beating quota at 1.5 times and more with multi-stakeholder buying committees.
- You sell on business value, not features. You can translate "real-time SPC and edge analytics" into "you'll cut $1.5M of yield loss out of next year's P&L" without breaking a sweat.
- You're disciplined in CRM (Salesforce), honest in your forecast, and allergic to happy-ears pipeline.
- Bonus: experience selling into chemical/oil & gas, life sciences, or food & beverage manufacturing.
COMPENSATION & DETAILS
- Quota: $500K annualized new ACV (pro-rated for partial first year)
- Reports To: President
- Territory: Named enterprise accounts, North America + Intl.
- Travel: ~25%–40% to customer sites and industry events
WHY EMBRACE, WHY NOW
Embrace Software has gone from 0 to 450+ people in five years, raised $130M+ from tier-1 investors, and made the Inc. 5000. Northwest Analytics is one of the platforms inside the Industrial Group — a 35-year-old business with deep relationships at Dow, DuPont, BASF, Linde, Air Liquide, and General Mills, now investing aggressively in product, marketing, and go-to-market.
The customer base is enterprise. The product is proven. The market is wide open.
If you're tired of selling vaporware to startups and want to close real deals with companies that actually run the physical economy — let's talk.
Benefits
- Competitive salary commensurate with experience.
- Opportunities for career advancement and professional development.
- Experience collaborating with a diverse, global team.
- Comprehensive Health Benefits to support your wellbeing and peace of mind.
- 401(k) retirement plan with employer match; paid time off, sick leave, and holidays.
Skills Required
- 7+ years carrying an enterprise sales quota in industrial software, manufacturing analytics, MES, SPC, quality systems, or adjacent process-industry technology
- Consistent history of achieving enterprise sales quotas
- Experience selling to operational and quality buyers, including plant managers, manufacturing executives, quality directors, CIOs, and process engineers
- Track record of exceeding quota at 1.5 times or more with multi-stakeholder buying committees
- Ability to sell based on business value and translate technical capabilities into financial outcomes
- CRM discipline and experience using Salesforce for accurate forecasting
- Experience selling into chemical, oil and gas, life sciences, or food and beverage manufacturing
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The Company
What We Do
Embrace Software Inc. acquires, invests in, and builds niche vertical software businesses serving industry-specific markets. The company applies enterprise technology, capital, and operational expertise to strengthen mission-critical SaaS products, while increasingly embedding artificial intelligence across its portfolio. Its business groups span industrial, education, finance, healthcare, government, and legal technology, supporting acquired companies and their customers across multiple global markets through long-term ownership and shared services.
