Clutch Canada
Overview
Enterprise Account Executive Palo Alto, CA Sales • Hybrid • Full-time Instrumental is the #1 AI-powered inspection and test platform used by the world’s most admired electronics brands to build better hardware, delivering 3-month payback periods and improving critical manufacturing metrics. We drive the digital transformation of quality, inspection, and testing with data analysis and AI products. Hardware engineering, operations, and quality teams leverage Instrumental’s manufacturing platform to accelerate development time, improve yields, and reduce field failures. Instrumental has seen unprecedented growth in 2025 as AI infrastructure demand is increasing. The ideal candidate loves hardware engineering and electronics manufacturing. Helping our customers improve efficiency, reduce waste, and improve their bottom line is exciting for you. We’re looking for an Enterprise Account Executive who owns their business: you work hard and work smart. You take ownership of your pipeline by doing your own prospecting, asking great questions, listening, and delivering ROI cases to executives. You’ll be selling a cloud AI product (SaaS) that works, demos well, and provides significant value in the right use cases. We are operating in a blue ocean without a clear categorization of our solution or competition, solving real-world problems that no other solutions in the market today address. You can confidently sell knowing that once the deal is closed, your customer will realize value within the first 90 days.
What We're Looking For
8+ years of quota-carrying B2B sales experience, with at least 2+ years selling engineering or manufacturing software into
enterprise accounts .
Proven track record of consistently exceeding $1M+ annual quota.
Experience navigating
complex sales cycles
with multiple stakeholders and procurement.
Familiarity with MEDDPIC, Jolt, or similar enterprise sales methodologies.
Loves the building stage of startups and brings experience finding new paths to success: rolling up their sleeves, and hitting the phone – all with startup urgency. You are a heat-seeking missile for customer needs and derive great satisfaction from solving customer problems with technology.
You are an adaptable and resourceful hunter. If something doesn’t exist, you’ll build it. If a customer has an objection, you’ll figure out how to deliver the right business case. If you don’t have enough in your pipeline, you’ll fill it.
Prefers to engage with customers face-to-face and is willing to travel to do so.
Has experience selling or working with manufacturing data, digital transformation, analytics, and/or verticalized AI to technical buyers. Prior specialized experience in selling manufacturing software, or into the high-tech electronics, industrial electronics, automotive Tier 2/3s, or aerospace & defense space.
What You'll Be Doing
Navigate complex buying processes , engaging with stakeholders from technical teams up to the C-suite of enterprise accounts, building the most innovative and complex electronics on earth.
Building your own book of business : You are accountable for your own pipeline generation. We provide tools, marketing, and support — this role focuses on net-new customers, not existing ones.
Developing and managing a robust pipeline
of enterprise opportunities across target accounts.
Lead discovery to deeply understand customer challenges and align solutions to their business objectives.
Selling as a team : Marketing, Solutions Architects, Customer Success, TPMs, and Product Managers collaborate to deliver value to customers.
Finding new paths : We are a growing organization delivering new technology into an industry undergoing constant change.
Contracts, infoSec & finance : Closing deals requires partnering with customers’ finance, legal, and IT teams.
We’re a growing team that works collaboratively, supports each other, and is energized by having impact. We value passion and the ability to learn – you’re encouraged to apply even if your experience doesn’t match the job description precisely.
Compensation and Benefits The representative annual OTE in the Bay Area is $290k - $330k. Salary level and opportunities are evaluated through our interview process based on experience, knowledge, skills, and abilities. Instrumental offers a highly-rated benefits package, including health, vision, dental, commuter plans, and parental leave.
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Enterprise Account Executive Palo Alto, CA Sales • Hybrid • Full-time Instrumental is the #1 AI-powered inspection and test platform used by the world’s most admired electronics brands to build better hardware, delivering 3-month payback periods and improving critical manufacturing metrics. We drive the digital transformation of quality, inspection, and testing with data analysis and AI products. Hardware engineering, operations, and quality teams leverage Instrumental’s manufacturing platform to accelerate development time, improve yields, and reduce field failures. Instrumental has seen unprecedented growth in 2025 as AI infrastructure demand is increasing. The ideal candidate loves hardware engineering and electronics manufacturing. Helping our customers improve efficiency, reduce waste, and improve their bottom line is exciting for you. We’re looking for an Enterprise Account Executive who owns their business: you work hard and work smart. You take ownership of your pipeline by doing your own prospecting, asking great questions, listening, and delivering ROI cases to executives. You’ll be selling a cloud AI product (SaaS) that works, demos well, and provides significant value in the right use cases. We are operating in a blue ocean without a clear categorization of our solution or competition, solving real-world problems that no other solutions in the market today address. You can confidently sell knowing that once the deal is closed, your customer will realize value within the first 90 days.
What We're Looking For
8+ years of quota-carrying B2B sales experience, with at least 2+ years selling engineering or manufacturing software into
enterprise accounts .
Proven track record of consistently exceeding $1M+ annual quota.
Experience navigating
complex sales cycles
with multiple stakeholders and procurement.
Familiarity with MEDDPIC, Jolt, or similar enterprise sales methodologies.
Loves the building stage of startups and brings experience finding new paths to success: rolling up their sleeves, and hitting the phone – all with startup urgency. You are a heat-seeking missile for customer needs and derive great satisfaction from solving customer problems with technology.
You are an adaptable and resourceful hunter. If something doesn’t exist, you’ll build it. If a customer has an objection, you’ll figure out how to deliver the right business case. If you don’t have enough in your pipeline, you’ll fill it.
Prefers to engage with customers face-to-face and is willing to travel to do so.
Has experience selling or working with manufacturing data, digital transformation, analytics, and/or verticalized AI to technical buyers. Prior specialized experience in selling manufacturing software, or into the high-tech electronics, industrial electronics, automotive Tier 2/3s, or aerospace & defense space.
What You'll Be Doing
Navigate complex buying processes , engaging with stakeholders from technical teams up to the C-suite of enterprise accounts, building the most innovative and complex electronics on earth.
Building your own book of business : You are accountable for your own pipeline generation. We provide tools, marketing, and support — this role focuses on net-new customers, not existing ones.
Developing and managing a robust pipeline
of enterprise opportunities across target accounts.
Lead discovery to deeply understand customer challenges and align solutions to their business objectives.
Selling as a team : Marketing, Solutions Architects, Customer Success, TPMs, and Product Managers collaborate to deliver value to customers.
Finding new paths : We are a growing organization delivering new technology into an industry undergoing constant change.
Contracts, infoSec & finance : Closing deals requires partnering with customers’ finance, legal, and IT teams.
We’re a growing team that works collaboratively, supports each other, and is energized by having impact. We value passion and the ability to learn – you’re encouraged to apply even if your experience doesn’t match the job description precisely.
Compensation and Benefits The representative annual OTE in the Bay Area is $290k - $330k. Salary level and opportunities are evaluated through our interview process based on experience, knowledge, skills, and abilities. Instrumental offers a highly-rated benefits package, including health, vision, dental, commuter plans, and parental leave.
#J-18808-Ljbffr