Our client has developed an AI-powered Saas platform that assists steel producers and manufacturers in increasing their margins by enabling them to understand how the same output of steel can be produced using various raw materials, which are subject to highly volatile price fluctuations.
Approximately 70% of steel production is allocated to raw materials. This is an industry already operating on razor-thin margins, so optimising these costs significantly impacts these producers’ bottom line. This presents an opportunity to enhance efficiencies in one of the world’s most vital industries.
Following significant growth driven by founder-led sales and the COO, it is now time to expand the team by adding an Enterprise Account Executive.
Key Highlights:
- A very clearly defined ICP (any steel producer with an electric arc furnace) and a clear value proposition that can prove to reduce costs for customers by 3% to 5% on raw material purchasing, amounting to millions per year!
- There are numerous markets to pursue in the growing segment as the world transitions to electric steelmaking. We have already identified 80 potential target plants in the US, with some partner sites already using the solution. We are selling globally, including in the US, Germany, Switzerland, and France.
- The product went live 20 months ago, achieving £2 million ARR and set to reach £5 million ARR by H2, with a team of 10. It has secured enterprise-level contracts ranging from £350,000 to £500,000 ARR. Currently, we are working with three steel plants across three large groups.
- Clear lead generation channel – the team will go to an event and bring back 20 leads of which 8-10 will enter the pre-sales process and 3-5 will close.
- Have previously gone through 2 rounds of funding and are approaching being cash flow positive.
- Working closely with the Founder and the Head of Commercial to build a revenue function for long term growth, where you will earn promotions along the way.
- Extensive pre-sales support from engineers to ensure the successful movement of customers through the pipeline.
- 4-5 days per week in their central Austin office.
- $150k – $180k base x 2 OTE.
The Role:
- Closing 6-figure deals with melt-shop managers and procurement managers (champions) in large enterprise steel producers globally.
- Prospecting activities to build the pipeline through outbound activities including market research, mapping, phone calls, LinkedIn emails and worldwide events. A hugely successful channel is events so there is an expectation to travel internationally.
- Running the complete sales process from discovery to demo to close, utilising a well-established sales framework such as MEDDICC or Challenger. This will encompass in-person, on-site meetings with prospective customers at the steel plant. Often, this includes a tour of the production site, which is great fun!
- Working consultatively with prospective customers to understand their current steel production process and coordinating internal teams to showcase how a complex data solution can reduce costs.
- Consistently hitting and achieving targets set by the company.
- Collaborate closely with the wider team to provide insights that will furher refine the GTM function.
- Keeping records in the CRM up to date and accurate is important for reporting to the client, as it allows them to gain the insights needed to further develop the sales function. This also aids in accurate forecasting and helps in understanding where new resources should be allocated.
Requirements:
- At least 2 years of experience selling complex solutions to senior stakeholders with a 6 figure ACV. Bonus if you have experience in data, supply chain or manufacturing proven by either education or experience.
- Must have technical expertise or have shown a high level of aptitude for technical concepts previously.
- Willingness to travel internationally generates significant interest, as events allow for deals to be closed by meeting clients on-site and observing their production facilities.
- Self-starter with a proven track record in a start-up or scale-up. You will need to lead deals from the front and involve the relevant internal teams as necessary.
- Effective written and verbal communication is essential, as you will be liaising with top executives.
- Are professionally trained in known sales frameworks such as MEDDICC or Challenger.
- Based within a commutable distance to Austin, this team work best when they are in the office together.
- Excited by a fast-paced and dynamic startup environment.
Benefits:
- $150k – $180k base x 2 OTE.
- Stock options.
- Progression.