CAI Software, LLC
Account Executive - SMB
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Account Executive - SMB
Account Executive - SMB (Graphic Communications Software Sales UK)
About CAI
CAI Software builds digital work execution platforms and software solutions that help manufacturing businesses operate with greater clarity and control. Our people bring structure to complexity through connected digital workflows that improve visibility, compliance, and decision-making across real industrial environments. With 45+ years of experience and a presence across 10+ countries, CAI combines deep industry insights with practical technology. Our global team of ~800 employees serves 15+ core markets, supporting 5,000+ customers through solutions built on sound judgment, long-term thinking, and enduring impact.
Our Business Units & Markets
CAI Software is structured into three primary business units:
- Graphic Communications (for commercial print, packaging, and sign production sectors)
- Process Manufacturing
- Discrete Manufacturing
Each unit remains agile by maintaining deep industry relationships while benefiting from the scale and resources of a global software leader.
About the Role
This Account Executive position will lead SMB (Small & Medium Business) sales for Graphic Communications Software across the UK within specific verticals, including:
- Commercial print
- Publishing & mail
- Super wide-format printing
This role reports to the Snr. Regional Director, EMEA.
Key Responsibilities
Client Relationships
- Build and maintain enduring relationships with key accounts at all levels (e.g., Directors to C-Suite and ownership).
- Manage existing and new SMB clients within the UK commercial print, wide-format, and mailing industries.
Sales & Revenue Targets
- Consistently meet monthly, quarterly, and annual revenue targets aligned with budget constraints.
- Drive profitable growth across licensing agreements and consulting services.
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Territory Management
- Monitor and report accurate forecasting and accounting metrics via Salesforce.
- Establish and defend competitive market positioning and correctness across geography segments.
- Track and maintain optimal discount levels for profitability.
- Gain and maintain high market penetration within assigned verticals.
Cross-Team Collaboration
- Lead alignment with Marketing, Engineering, and Finance teams to foster product improvements and strategise effectively.
- Partner with Technical Sales Specialists to facilitate custom demos and product insights.
- Provide key market/product feedback to broader teams.
Industry Expertise & Advocacy
- Master the intricacies of the UK and European SMB print ecosystem, ensuring solutions are perfectly tailored.
- Deliver innovative sales and marketing campaigns for Graphic Communications market positioning.
- Advocate for cross-selling opportunities and strategic business expansion.
Travel Requirements
Travel will be critical (~50–75%).
- Primary spend on in-person client and partner calls.
- Participation in trade shows, events, and open houses is expected.
Advisory Routes
Ideal Fit for
If you thrive in fast-paced, evolving environments with the drive to influence decisions, this role offers:
- A proven leadership record in SaaS/Enterprise software sales (neutral or SaaS business models) to small/medium manufacture buyers.
- Preference given to candidates experienced in the North American/European print sector.
Account Executive Traits
The role aligns best with analysts and individuals who:
- Monitor market trends obsessively.
- Excel in autonomous, self-driven workstreams with minimal oversight.
- Key exposures to technical software systems (cloud-based ERP, SaaS workflows).
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Required Skills & Background
Education
Minimum requirement: Bachelor’s degree or equivalent.
Sales & Account Management
- At least 3–5 years of B2B SaaS/ERP sales experience for SMB verticals.
- Proficiency in -negotiation, sales funnel management, and revenue-inducing proposals.
- Ability to handle complex, concurrent sales cycles.
Technical Exposure
- Must grasp scalable cloud technology and customer workflows.
Communication & Relationships
- Poignantly exceptional verbal and written communication skills needed.
- Strong sense of leadership, collaboration, and team culture.
Account Ownership Focus & Motivation
Quick, clear onboarding of soft accounts critical.
Languages
Consideration given to candidates with French and/or German fluency.
Why Join Us
We’re at a transformational crossroads and seek dynamic existing leaders to propel crucial change. Joining this team means:
- Direct exposure to senior leadership during the company’s biggest initiatives so far.
- Executing on complex cross-functional programs with disciplined outcomes.
- Gaining exposure across every functional area—finance, product development, technical sales, and beyond.
- Shaping CAI’s future operating model.
- Joining a mission-driven environment where decisions align with long-term value and structural benefit over short-term gains.
This is a role for high-energy individuals ready for the challenge. No support, no spoons—only the ability to execute, communicate, and innovate.
“It took my CV and asked me questions relevant to understanding what kind of jobs to suggest for me. Suggestions were almost perfect. Jobs were exactly what I’ve been looking for.”
Jessica, London
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