Account Executive

About Shelfmark Shelfmark is building the next generation of industrial intelligence systems—combining computer vision, machine learning, and productized hardware to detect defects in real time, understand the root causes behind them, and ultimately help manufacturers prevent defects before they occur. Our systems operate in some of the most demanding production environments in the world, where milliseconds and microns matter. Shelfmark works alongside manufacturers on the factory floor, turning production data into intelligence that helps operators understand not just what went wrong, but why—and what they can do about it. We imagine a future where continuous flow manufacturing—which accounts for 30% of all global manufacturing—is automated end-to-end, with Shelfmark at the center. The Role We are hiring an Account Executive to help drive Shelfmark's next phase of commercial growth. This is a hands-on sales role responsible for developing, advancing, and closing new customer opportunities across some of the world's largest manufacturers. You will own opportunities throughout the sales cycle - from initial discovery and factory-floor evaluation through technical validation, commercial negotiation, and close - working closely with Shelfmark's leadership and technical teams to turn complex manufacturing problems into compelling business cases. This role requires a rare combination: strong commercial instincts, technical curiosity, grit, and the ability to build credibility from the factory floor to the executive suite. The appropriate candidate will be equally comfortable prospecting into a new account, building an ROI case with an operations leader, and putting on steel-toed boots to understand a production line firsthand. Shelfmark is a hands-on company serving hands-on customers. We value people who are willing to get close to the problem, whether that means walking a factory floor, digging into the details of a customer issue, or doing work outside the traditional boundaries of their role to help the team succeed. An Account Executive’s success in this role will be determined by success with results including retiring an assigned quota with closed sales, demonstrated ability to follow a sales methodology, follow up and attentiveness to leads and pipeline steps, when necessary, creating sufficient pipeline to cover quota through outbound programs, and documenting work in a CRM systems that allows management to continually improve the sales systems, process and strategy. What You'll Do New Business Development - Own customer opportunities from initial discovery through close - Build relationships with plant leaders, operations executives, quality teams, engineers, and senior decision-makers - Develop new opportunities within Shelfmark's target manufacturing verticals - Use AI-enabled research and prospecting tools to rapidly understand target accounts, manufacturing processes, likely pain points, and relevant stakeholders - Identify high-value inspection, root-cause intelligence, and automation applications within prospective customer facilities - Build and maintain a high-quality pipeline of new business opportunities Solution & Value Selling - Develop a deep understanding of customers' manufacturing processes, quality challenges, and operational priorities - Translate Shelfmark's ability to detect, understand, and prevent defects into clear business value around scrap reduction, labor savings, quality improvement, and production efficiency - Use AI to synthesize customer conversations, technical information, and operational data into sharper discovery, account strategies, and ROI cases - Build compelling ROI cases that support customer investment in Shelfmark - Work closely with Shelfmark's engineering team to scope technical evaluations, demonstrations, and pilots - Navigate complex sales processes involving technical, operational, procurement, and executive stakeholders Account Expansion - Turn successful pilots and initial deployments into larger commercial relationships - Identify opportunities to expand across production lines, facilities, business units, and geographies - Develop strong relationships with customer champions and executive sponsors - Use AI-assisted account intelligence to identify expansion opportunities, organizational changes, and new stakeholders within strategic accounts - Help establish Shelfmark as a strategic technology partner within key accounts Commercial Execution - Maintain disciplined pipeline management, forecasting, and CRM hygiene - Use AI to improve meeting preparation, follow-up, CRM capture, pipeline analysis, and day-to-day sales productivity - Represent Shelfmark at customer meetings, manufacturing facilities, trade shows, and industry events - Provide structured market and customer feedback to Shelfmark's product and leadership teams What We're Looking For Experience - 3+ years of B2B sales experience, preferably in a technical or industrial environment - Demonstrated track record of developing and closing new business - Experience navigating complex sales involving multiple technical and business stakeholders - Experience selling into manufacturing, industrial automation, machine vision, industrial software, or related markets preferred Commercial & Technical Aptitude - Strong discovery and consultative selling skills - Ability to understand complex manufacturing processes and identify opportunities to create measurable value - Ability to communicate technical concepts effectively without needing to be an engineer - Strong business acumen and comfort developing ROI-driven sales cases AI Fluency - Highly comfortable using modern AI tools to improve research, prospecting, meeting preparation, follow-up, analysis, and sales execution - Curious about emerging AI capabilities and willing to continuously improve personal workflows - Strong judgment about where AI can create leverage while maintaining the accuracy, credibility, and human relationships required in complex industrial sales Leadership & Mindset - Builder mentality: excited to help create the sales playbook rather than inherit one - Gritty, resourceful, and willing to get close to difficult customer problems - High ownership, urgency, and accountability - Comfortable operating in ambiguity and moving quickly - Strong communicator capable of building credibility with both plant-floor operators and senior executives - Willingness to travel regularly to customer manufacturing facilities - Excited to work five days per week in person with the Shelfmark team in Pittsburgh Bonus Points - Experience selling machine vision, inspection, automation, robotics, or industrial technology - Existing relationships within large manufacturing organizations - Experience selling solutions with both hardware and recurring software components - Experience expanding initial deployments into multi-site or enterprise-wide relationships Compensation - Competitive salary and performance-based compensation - Meaningful opportunities to earn equity - Health, dental, vision, and short-term disability benefits - Opportunity to play a foundational role in building Shelfmark's commercial organization