Note: The job is a remote job and is open to candidates in USA. Harmoni is a manufacturing technology company building a factory orchestration platform that connects machines, people, materials, and data. The Account Executive will own the Southeast territory, generate pipeline, lead consultative full-cycle sales, engage manufacturing executives, close new ARR, and collaborate cross-functionally to support successful customer outcomes.
Responsibilities
- Own and execute the go-to-market strategy for the Southeast territory
- Proactively build and maintain a qualified pipeline through outbound prospecting, industry networking, trade shows, partner ecosystems, and inbound lead conversion
- Prioritize accounts based on fit, timing, and revenue potential rather than volume
- Partner with BDRs on account selection, messaging, and outreach sequencing
- Represent Harmoni at key Southeast manufacturing trade shows, customer site visits, and regional industry events
- Travel up to 30-35% within the territory as business needs require
- Lead multi-stakeholder deals from initial cold outreach and discovery through negotiation, executive presentation, and closing
- Conduct deep discovery to uncover operational bottlenecks on the shop floor and in the front office
- Evaluate each prospect’s current technology stack, including ERP, DNC, and QMS systems, and identify where Harmoni fits
- Quantify the business case for adopting Harmoni and build ROI models that hold up under finance scrutiny
- Deliver tailored demonstrations and executive presentations to owners, general managers, and VP-level buyers
- Navigate procurement, security review, and legal through to signature
- Close new ARR against quarterly and annual targets
- Maintain accurate CRM data, deal stage tracking, and revenue forecasting
- Deliver an honest forecast and call your quarter with credibility
- Partner closely with Marketing, Product, and Customer Success to ensure seamless deal execution and long-term customer retention
- Hand off closed accounts with the context the implementation team needs to get customers to value quickly
- Bring the market back to the company, including objections, competitive dynamics, and product gaps
- Develop deep command of Harmoni’s product and the manufacturing use cases it supports
Skills
- Strong verbal and written communication, including the ability to write outbound a busy shop owner will actually read
- Discovery skills that move past surface-level pain and get to how a business actually runs
- The ability to build and defend a quantified business case in front of finance and operations leaders
- Credibility with both shop floor and C-suite audiences, and the judgment to shift register between them
- Command of a structured sales process and the discipline to run it consistently
- Skill navigating multi-stakeholder deals with competing priorities and internal politics
- Honest deal assessment and accurate forecasting, including the willingness to call a deal that is not real
- A high degree of organization while managing many concurrent opportunities
- Genuine curiosity about manufacturing operations and a willingness to learn the technical details
- Persistence and resilience in a territory you are largely building from scratch
- Comfort working independently and remotely in a fast-moving environment
- Three or more years of full sales cycle selling, with demonstrated success in B2B SaaS or enterprise software and a consistent history of meeting or exceeding quota
- Proven ability to self-generate high-quality pipeline through strategic outbound and account mapping
- Experience executing structured sales processes in multi-stakeholder B2B environments
- Based in the Carolinas, Atlanta, Texas, or Florida, with a strong preference for candidates located in Charlotte, Charleston, or Atlanta
- Ability to travel up to 30-35% within territory as business needs require
- Background selling into custom manufacturing, precision machining, sheet metal fabrication, ERP/MRP software, or industrial automation
- Experience selling to privately held businesses where the owner is the decision maker
- Familiarity with shop floor operations, machine monitoring, scheduling, or quality systems
- Experience as an early seller
- Experience building a territory largely from scratch rather than inheriting an established book of business
- Existing relationships within the Southeast manufacturing community
Benefits
- Remote work arrangement
Company Overview