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Account Executive - SMB

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Account Executive - SMB

Great people. Greater business impact.

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 by replacing fragmented, paper-based processes with connected digital workflows that improve visibility, compliance, and decision-making in real industrial environments. With 45+ years of experience and a presence across 10+ countries, CAI combines deep industry understanding with practical technology. Our team consists of ~800 employees worldwide who work across 15 core industries and support 5,000+ customers, guided by sound judgment, long-term thinking, and outcomes that endure.

CAI Business Units and the Markets We Serve

CAI Software is organized into three business units - Graphic Communications, Process Manufacturing, and Discrete Manufacturing – aligned to the markets we serve. This structure allows our teams to stay close to customer needs while operating with the scale and support of a global software company.

This role is part of our Graphic Communications business unit, which serves the global print and packaging industry with ERP and production software designed for commercial printers, packaging manufacturers, promotional and transactional print providers, sign and display manufacturers, and in-plant print operations. Our solutions help customers manage complex production environments, improve operational visibility, and deliver high-quality products efficiently and profitably.

This role is responsible for our Graphic Communications Software Sales in the UK. Reporting into the Snr. Regional Director, EMEA.

What you will do:

  • Manage all sales activities within existing and new SMB companies within the Commercial Print, Publication, Mailing and Super Wide Format space format, within the UK territory.
  • Liaison with other Graphic Communications sales teams to drive cross selling activities
  • Leverage Graphic Communications resources and capabilities inside Marketing and Engineering towards the achievement of goals
  • Execute Graphic Communications sales, marketing and support strategies/models to achieve goals through the immediate and extended Graphic Communications team
  • Maintain a thorough knowledge of the product, industry, and competitive posture of the company. This will be measured by the management.
  • Gain expertise in assigned vertical markets and the unique application of solutions in that environment
  • Provide timely and accurate territory reporting and forecasting to Graphic Communications management utilising Saleforce
  • Provide regular feedback to marketing, engineering and manufacturing regarding Graphic Communications products
  • Further develop Graphic Communications market presence in a creative and entrepreneurial style by positioning Graphic Communications as a leader in this marketplace
  • Communicate regularly through personal visits, telephone calls, etc. with key contacts, field traveling is a must (50-75%)
  • Attend all assigned trade shows, open houses, and other Graphic Communications events
  • Achieve revenue targets within operating budgets
  • Manage development of prospects and successful completion of new business sales for software license agreements and consulting services
  • Manage discount level to target
  • Establish a dominant market share
  • Maintain an effective and successful relationship with key partners
  • Meet monthly, quarterly and annual revenue targets
  • Implement sales and marketing strategies
  • Maintain a thorough knowledge of the product, industry and competitive posture of the company as recognized through competency certification
  • Facilitate demos with Technical Sales Specialists for Customers
  • Facilitate access and use of additional resources in order to provide customer with comprehensive analysis and diligence of product offering

This role might be a good fit if you:

  • Have at least 3 to 5 years of professional experience in sales and marketing in the SaaS, Software, ERP sales influencing potetially small buying committees, from Director to Ownership/ C Suite in SMB companies, within the manufacturing space. Print Industry highly preferred.
  • Are a Self-starter with the ability to work independently with minimal supervision
  • Possess a B.A. or B. S. or equivalent
  • Stay knowledgeable market trends
  • Possess a high technical understanding of software systems
  • Possess solid interpersonal skills and are very team oriented
  • Can manage accounts at a high level within the assigned region
  • Excellent presentation and negotiation skills
  • A proven track record of meeting/exceeding both individual and team sales quota/goals
  • Pproven success turning cold calls into revenue-generating accounts
  • Possess expertise in complete sales cycle management – prospect identification, qualification, discovery, ROI, proposal and close.
  • Can handle complex technical sales cycles
  • Excellent verbal and written communication skills
  • Additional languages skills, French & German preferred

Why Join Us


You’ll have the opportunity to drive some of the most critical transformation initiatives in our company’s history. This is a highly visible role working directly with senior leadership to shape the future operating model of CAI. You’ll bring clarity, discipline, and execution focus to complex cross-functional programs while gaining exposure across every function of the business.