Senior Enterprise Account Executive, US

About XMPro

XMPro helps industrial enterprises make better operational decisions by connecting live operational data, enterprise systems, AI models, intelligent agents, workflows, and human expertise. Its industrial orchestration platform gives subject-matter experts the operational context and governed processes needed to build and use applications, including AI-enabled visual digital twins, that support better decisions and auditable action.

XMPro connects to existing operational systems rather than requiring customers to replace them or replicate authoritative source records into a proprietary database. Its ontology can maintain contextual models, relationships, identifiers, and metadata while authoritative operational records remain in customer systems. XMPro uses commercial data stores and supports cloud, on-premises, cloud-independent, and fully air-gapped deployments, making it relevant to security-sensitive industrial environments.

XMPro serves asset-intensive industries including manufacturing, mining, oil and gas, energy, utilities, aerospace and defense, transportation, and critical infrastructure.

The opportunity

XMPro is hiring a senior US enterprise new-logo hunter to originate and close strategic software opportunities and establish a repeatable outbound acquisition process. This is a hands-on, quota-carrying individual contributor role, not an inherited-account or sales-management position.

The hire will focus on larger, complex industrial enterprise opportunities. XMPro’s existing US business development manager continues to handle smaller deals, partner sales support, and most inbound suspect activity. Clear account and lead ownership will be agreed internally.

The most promising prospects already have industrial automation, operational data, and digital transformation investments but need to turn those investments into measurable operational decisions and action. XMPro’s strategic enterprise opportunities may reach $500,000 to $3 million in total deal value, depending on scope and term; this is not a statement of annual subscription revenue.

The role carries substantial autonomy, access to senior leadership and solution engineers, and the opportunity to influence US go-to-market strategy. A future US sales leadership path may emerge through sustained results and the ability to develop others, but is not promised.

What you will do: originate and close strategic new-logo business

• Own the end-to-end sales cycle, from target-account selection and outbound prospecting to discovery, qualification, business case, technical validation, negotiation, and contract signature.
• Personally generate most of your enterprise pipeline rather than depend on inbound leads, inherited accounts, or partner referrals.
• Build account-entry plans based on industrial use cases, buying signals, executive research, stakeholder mapping, and tailored engagement.
• Sell to operations, engineering, reliability, digital transformation, IT/OT, finance, procurement, and executive stakeholders; identify the economic buyer and build broad support.
• Negotiate and close complex enterprise software agreements, including security, deployment, procurement, and commercial requirements.

What you will do: sell operational outcomes

• Diagnose downtime, lost production, bottlenecks, asset reliability issues, delayed decisions, workflow breakdowns, and related value leakage.
• Quantify operational and financial impact, establish measurable success criteria, and develop compelling executive business cases.
• Position XMPro’s secure live connectivity, operational context, intelligent agents, governed decision-making, workflow orchestration, and end-to-end auditability against the customer’s existing systems and alternatives.
• Partner with solution engineering on workshops, demonstrations, proofs of value, and technical due diligence; retain commercial ownership throughout.

What you will do: build a repeatable outbound sales process

• Establish target-account criteria, segmentation, research methods, outbound cadences, qualification standards, and disciplined next-step management.
• Test approaches, measure conversion, and improve prospecting and engagement using evidence rather than volume alone.
• Document winning plays, objections, executive messaging, discovery questions, deal progression, and account-entry strategies so the approach can scale.
• Use CRM rigorously for forecasting, pipeline hygiene, stakeholder mapping, and reporting.
• Collaborate with the GTM AI Engineer, marketing, and leadership on research, account intelligence, personalised outreach, and automation.

What you will do: collaborate and hand over effectively

• Coordinate strategically relevant inbound introductions and partner-assisted opportunities without taking over the existing BDM’s core remit.
• Share customer, market, and competitive intelligence with the wider team.
• Coordinate a reliable transition from signed deal to the delivery team.

Essential experience and attributes

• Approximately 7+ years of B2B enterprise technology or software sales experience, with a consistent new-logo record.
• Proof of personally originating, developing, and closing multiple enterprise deals, including transactions typically worth $250,000 to $750,000 or more. Prior $1 million-plus deals are not required.
• Credible experience selling into at least one industrial or asset-intensive sector such as process or discrete manufacturing (including manufacturers supplying defense programs), mining, oil and gas, energy, utilities, aerospace, defense, transportation, or critical infrastructure.
• Demonstrable ability to build and refine a repeatable outbound enterprise sales motion, while still carrying and closing your own opportunities.
• Capability in complex discovery, multithreading, economic-buyer engagement, value-based selling, negotiation, and closing.
• Sound understanding of industrial operational priorities and enough technical fluency to work effectively with IT/OT and solution engineers.
• Practical use of structured qualification, for example MEDDICC or equivalent, and reliable CRM/forecasting habits.
• Effective, responsible use of AI and modern sales intelligence tools in research, targeting, preparation, and outreach.
• Self-direction, resilience, strong written and verbal communication, and comfort operating across US regions in a growth-stage international company.

What will set you apart

• Established relationships with US industrial operations or engineering executives in the target sectors, together with the capacity to create new ones.
• Experience in industrial AI, MES, APM, EAM, IIoT, digital twins, enterprise integration, automation, data platforms, or operational intelligence.
• Familiarity with PLCs, SCADA, historians, plant systems, and industrial architectures.
• Relevant exposure to aerospace and defense contractors, the US defense industrial base, defense manufacturing, and maintenance, repair, overhaul, or sustainment.
• Experience with on-premises, hybrid, secure, or air-gapped deployments and their buying requirements.
• Successful new territory creation, competitive displacement, or commercialisation of an emerging software category.
• Deep sector credibility and repeatable new-logo sales performance matter more than having sold XMPro’s exact technology category. Direct US Department of Defense sales experience is not required.

What success looks like: first 90 days

• Understand the product, customer use cases, competitive differentiation, and buying stakeholders.
• Agree target sectors and named-account priorities; start executive outreach and credible discovery.
• Establish an outbound cadence, qualification discipline, CRM hygiene, and measurable leading indicators.

What success looks like: first six months

• Build a substantive, predominantly self-generated enterprise pipeline and develop economic-buyer relationships.
• Advance priority opportunities through discovery, business case, and technical evaluation.
• Produce early documented and measurable account-entry and prospecting plays.
• Target an initial close around the six-month mark, recognising that timing depends on deal complexity and customer procurement.

What success looks like: first 12 months

Longer-term performance is measured primarily by eligible new-logo software subscription sales, self-generated pipeline, deal progression and conversion, forecast accuracy, and the quality of the outbound process created.

• Close strategic new-logo subscription business and work toward full annual quota productivity.
• Demonstrate a repeatable outbound acquisition process, improving pipeline quality and conversion.
• Establish dependable forecasting and a foundation future sellers can adopt.

Career opportunity and support

This is a senior individual contributor opportunity with direct access to executive leadership and support from solution engineering, marketing, delivery, and XMPro’s GTM AI resources. Consistent commercial results and proven ability to build scalable processes may create a path to US team leadership as the business grows.

The role reports to the Commercial Director.

Status, location and travel

US citizenship is mandatory. US based, remote-first, with access to a Dallas hub. Travel for strategic customer meetings, workshops, industry events, and internal planning is required.

Compensation

Competitive base salary, uncapped commission, and a six-month ramp-protection arrangement, with final terms based on candidate fit and the applicable written compensation plan. Compensation will be disclosed as required in the jurisdictions where the position is advertised.

The ideal candidate

You are a proven, industrially credible enterprise hunter who can open doors, find operational business value, navigate long and complex buying cycles, and personally close substantial software business. You can also turn what works into a repeatable outbound sales process. You want meaningful autonomy, not an inherited book of accounts or an immediate management title.