Senior Account Executive

Arch Systems is  hiring a Senior Account Executive to own the entire revenue motion — from first outreach to signed contract. This is a hunter role with teeth. You will build pipeline, run enterprise discovery, navigate complex multi-stakeholder deals, and close business with VP and C-level buyers across operations, IT, and finance at mid-market and enterprise manufacturing companies.

Selling enterprise AI into manufacturing is not a transactional motion. Deals at Arch Systems typically run 6-9 months or longer, involve multiple stakeholders across operations, IT, and finance, and require a deliberate, consultative approach to build the business case and organizational trust required to win. The primary entry strategy is through a paid or structured pilot — your job in the first half of any deal cycle is to earn the right to run one. Candidates who thrive in this environment are patient hunters: strategic enough to build consensus over time, but commercially sharp enough to drive urgency and keep deals moving.

You will have access to SDR support, a world-class product, and a leadership team that is obsessively focused on making you successful. In return, we expect you to own your number, manage long-horizon pipeline with discipline, and bring the creativity and persistence that winning in enterprise AI requires.

This role reports directly to the Head of Sales.

What You Will Own & Drive

Pipeline Generation

• Prospect into target accounts using outbound sequences, LinkedIn, industry events, and referrals
• Partner with SDRs (TBH) to build a healthy pipeline at 3x+ coverage of your quota
• Build and maintain a focused account list segmented by company size and complexity — large enterprise accounts require a longer, more consensus-driven motion, while mid-market accounts move faster and can be used to build pattern recognition and shorten ramp time
• Develop account-level entry strategies tailored to each segment, identifying the right initial use case, stakeholder, and timing to earn a pilot conversation
• Identify and engage economic buyers, technical champions, and operational stakeholders within target accounts

Sales Execution

• Run structured, insight-led discovery to uncover operational pain and build a compelling, quantified business case for change
• Manage multi-threaded enterprise sales cycles that typically span 6-9 months, keeping deals progressing across long timelines with multiple internal and external stakeholders
• Work cross-functionally with Solutions Engineering and Customer Success to define clear pilot scope, success criteria, and executive-level readouts that convert pilots into full commercial agreements
• Develop and deliver compelling value propositions tailored to manufacturing operations use cases — including OEE improvement, downtime reduction, and quality analytics
• Build and maintain mutual action plans with champions to drive alignment and accountability at every stage of the cycle
• Navigate procurement, legal, security review, and executive approval processes with patience and precision

Forecasting & Pipeline Hygiene

• Maintain accurate and up-to-date records in CRM at all times, with particular rigor around deal stage, next steps, and stakeholder mapping across long-cycle opportunities
• Provide weekly forecast updates with deal-level commentary, pilot status, and clear next steps
• Participate in deal reviews, win/loss analysis, and pipeline calibration sessions with the Head of Sales

Cross-Functional Collaboration

• Partner with Solutions Engineering on demos, technical discovery, and proof-of-concept engagements
• Coordinate with Customer Success during handoff to ensure seamless onboarding and early value realization
• Provide market and competitive feedback to Product and Marketing
• Contribute to playbook development and peer coaching within the sales team

What You Bring to The Table

• 4 to 8 years of full-cycle B2B sales experience, with at least 3 years in enterprise SaaS or industrial technology
• Demonstrated ability to run complex, multi-stakeholder deals with average contract values of $100K or more and deal cycles of 6 months or longer
• Proven experience using pilots, proofs-of-concept, or land-and-expand motions as a primary commercial entry strategy
• Experience selling into manufacturing, supply chain, industrial operations, or adjacent verticals
• Proven track record of meeting or exceeding quota in an outbound-led, long-cycle sales environment
• Strength in executive-level communication, business case development, and ROI-driven selling
• Proficiency with Salesforce CRM and modern sales engagement tools

What Makes You Stand Out

• Familiarity with manufacturing technology concepts such as OEE, MES, SCADA, IIoT, or machine connectivity
• Experience selling AI, analytics, or data infrastructure platforms
• Background working in or selling into discrete manufacturing environments (electronics, automotive, industrial equipment, or similar)
• Experience navigating channel-influenced or partner-assisted enterprise deals

How We Will Support You

• Innovate with Impact: Be part of a team developing transformative data products that optimize and revolutionize manufacturing operations globally. Your work will directly impact efficiency, sustainability, and growth for some of the world’s leading industrial companies.
• Collaborative Environment: Join a passionate, multidisciplinary team that values innovation, open communication, and teamwork. We foster a culture of continuous learning, mutual respect, and cross-functional collaboration, empowering everyone to contribute meaningfully.
• Growth & Development Opportunities: Advance your career through hands-on experience in product leadership, data-driven decision-making, and technical innovation. Arch supports professional development with pathways for skill enhancement, leadership growth, and increasing product vision expertise.
• Remote-First Flexibility: Embrace a remote-first work culture that provides flexibility and balance, supporting productivity and connection in a collaborative virtual environment.
• Equity & Ownership: Share in the company’s success through equity ownership, aligning your personal success with Arch’s mission and growth.

Application Process

Please submit resumes in English. We encourage passionate applicants to apply, even if they don’t meet every qualification. At Arch, we value authenticity and believe in hiring individuals as their full, unique selves. We’re committed to fostering an environment where team members can leverage their strengths while continuously learning and growing. Don’t let imposter syndrome hold you back—if you’re excited about this opportunity, we’d love to hear from you!

About Arch Systems

Arch Systems is an enterprise AI platform built for discrete manufacturing. We turn raw machine data into actionable intelligence — giving plant operators, operations leaders, and executives the real-time visibility they need to eliminate downtime, optimize throughput, and make decisions with confidence. Our customers include some of the world's most demanding manufacturers, and we are growing fast.

We are not a point solution. We are the intelligence layer that sits across an entire factory floor — connecting machines, surfacing patterns, and driving measurable ROI in environments where every minute of unplanned downtime costs real money. This is a category-defining moment, and we are looking for the talent to match it.

Compensation Practices

Compensation

At Arch Systems, we believe great work deserves great rewards. Our compensation philosophy centers on fairness, transparency, and market competitiveness, ensuring every team member feels valued and supported. We benchmark all roles against San Francisco Bay Area market data, with adjustments based on your actual location to ensure equity across our distributed team.

Arch's total rewards package includes:

• A competitive base salary
• Performance-based incentives that reward your impact
• Equity ownership opportunities, so you share in the long-term value you help create

Here’s what you can expect for the Senior Account Executive role:

• Base Salary: $130,000 – $150,000 

A strong, market-aligned foundation that reflects the strategic importance of the role. Final salary within this range is adjusted for your location to ensure fairness across geographies.

• On-Target Earnings (OTE): $235,000 – $315,000

OTE represents total expected annual compensation when performance goals are met.

Our compensation structure is designed to give you both stability and meaningful upside — supporting your success and celebrating your impact, wherever you are.

For US-based employees, our benefits package includes comprehensive healthcare options for both employees and dependents, retirement contributions, and other supportive resources for wellbeing and development.

International applicants who join through our trusted global partners will receive benefits specific to their region and will also be granted non-qualified stock options (NQSOs) from Arch Systems, enabling them to share in our company’s success.

Remote Equal

Arch champions a remote-first work environment since its inception, promoting flexibility and inclusivity across all teams. While we welcome talent from diverse locations, we currently do not offer visa sponsorship.

Arch is committed to full compliance with regulations from the Office of Foreign Assets Control (OFAC) to ensure alignment with all applicable sanctions programs. This means we do not engage in transactions or employment practices that conflict with OFAC regulations, including the hiring of individuals residing in regions subject to US sanctions.