Fictiv Verified

Manufacturing, Industrial Automation, Software Development

Senior Account Executive - Strategic Sales

RemoteRemoteFull TimeSeniorPosted 2 months agoVisa sponsorship available

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Required skills

MedTech
Aerospace
Robotics
Energy
Mobility
Strategic Sales
Enterprise Sales
Technical Manufacturing
Commercial Execution
B2B Sales

Nice to have

BS in Engineering
Technical Degree

Role summary

Fictiv is seeking a Senior Account Executive for its MedTech, Aerospace, Robotics, Energy, and Mobility Strategic Sales Team. This role focuses on developing and expanding large enterprise accounts by understanding and solving complex manufacturing and supply chain challenges for customers. You will build deep relationships with stakeholders across engineering, procurement, and executive levels, driving multi-million-dollar opportunities. Responsibilities include strategic account planning, navigating long sales cycles, translating technical requirements into business value, orchestrating cross-functional deals, owning commercial strategy, and maintaining pipeline accuracy. The ideal candidate has 8+ years of B2B sales experience, including 5+ years selling complex technical solutions into enterprise accounts, with a proven track record of meeting quota and managing multi-stakeholder deals.

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 for the MedTech, Aerospace, Robotics, Energy and Mobility Strategic Sales Team, you will work closely with some of the most exciting companies in the world to help them bring amazing products to market. The Strategic Account Executive is responsible for developing and expanding accounts with multi-million-dollar manufacturing potential. This is a complex, consultative sales position for someone who can earn credibility with engineering, supply chain, procurement, operations, and executive stakeholders while helping customers solve urgent manufacturing challenges. All while balancing high-velocity transactions for your accounts.

This role is for a salesperson who wants to operate at the intersection of enterprise strategy, technical manufacturing, and commercial execution. The bar is high because the opportunity is high: Fictiv’s strategic accounts require someone who can earn trust with sophisticated customers, navigate ambiguity, and build large partnerships from complex technical problems.

A top performer will not simply sell capacity. They will build deep relationships inside large organizations, identify where Fictiv can materially improve speed, quality, cost, flexibility, or supply chain resilience, and convert those opportunities into durable partnerships. They will help customers rethink how they access precision manufacturing, accelerate product development, reduce supply chain risk, and scale critical programs with confidence.

What You’ll Be Doing

Develop and execute strategic account plans for large enterprise targetsOwn a defined portfolio of high-potential accounts and build account strategies that map business units, engineering teams, procurement groups, manufacturing decision-makers, executive sponsors, current supplier relationships, program timelines, and expansion paths. Top performers will know where the account is going before the customer issues an RFQ.

Create and progress complex, multi-stakeholder opportunitiesIdentify manufacturing pain points across prototype, new product introduction, low-volume production, bridge production, and supply chain resiliency use cases. Navigate long sales cycles involving engineering validation, supplier qualification, procurement scrutiny, legal review, quality requirements, and executive approval.

Translate technical manufacturing challenges into business valueWork with customers to understand requirements related to CNC machining, injection molding, sheet metal fabrication, additive manufacturing, tolerances, materials, inspection, DFM, lead times, cost drivers, and production risk. Convert those requirements into clear commercial value tied to speed-to-market, engineering throughput, supply continuity, working capital efficiency, and total cost of ownership.

Lead cross-functional deal orchestrationPartner closely with applications engineering, sourcing, manufacturing operations, customer success, quality, finance, and leadership to design solutions that can be sold, delivered, scaled, and renewed. The best Strategic Account Executives will not simply “throw opportunities over the wall”; they will coordinate internal resources with discipline and urgency.

Build executive-level relationships and account expansion pathwaysEstablish credibility beyond the initial buying group by developing relationships with VP-level 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. Balance customer advocacy with Fictiv’s commercial goals, ensuring that 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, identify risks early, and maintain a reliable forecast. Excellence in this role requires both strategic creativity and operating discipline.

Desired Traits

8+ years of B2B sales experience, with at least 5 years selling complex technical solutions into enterprise or strategic accounts

Demonstrated success closing and expanding six and seven-figure annual contract value opportunities, with direct involvement in multi-million-dollar account growth

Proven record of consistently meeting or exceeding quota in a long-cycle, consultative sales environment

Experience selling into organizations where buying decisions involve multiple functions, including engineering, procurement, supply chain, operations, finance, legal, and executive stakeholders

Working knowledge of technical manufacturing, engineering services, industrial supply chains, product development, or related technical domains

Ability to understand and discuss manufacturing requirements such as tolerances, materials, production processes, lead times, quality standards, DFM considerations, inspection needs, 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

Experience selling manufacturing, supply chain, engineering, product development, industrial technology, or production services to enterprise customers

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, energy, or other engineering-intensive sectors

Experience in 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 strategic accounts that include both centralized procurement and decentralized engineering demand

Comfort operating in a fast-moving, technology-enabled company where sales, operations, product, and supply teams must work tightly together

Spend over 50% of your time out of the office in front of customers

BS in Engineering or a technical degree preferred

Perks and Benefits

Competitive medical, dental, and vision insurance

401K plan

Parental leave programs

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.

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