Position: Enterprise Account Director Business Unit: Process Manufacturing Location: UK, remote Territory: EMEA About CAI CAI is a leading provider of digital work execution platforms designed to enhance operational efficiency and drive productivity in industrial environments. CAI’s platform leverages advanced technology to convert complex, paper-based procedures into streamlined, digital workflows. By enabling real-time data collection and integration, CAI facilitates greater visibility into work processes, allowing organizations to make informed decisions, optimize performance, and ensure compliance. In addition to robust workflow management capabilities, CAI emphasizes data-driven insights to foster continuous improvement. CAI's solutions are tailored to address the unique challenges of industries such as manufacturing, energy, and pharmaceuticals, helping organizations achieve higher operational standards and reduce costs. With a commitment to innovation and user-centric design, CAI empowers businesses to transition from traditional practices to a modern, digital approach, driving growth and enhancing efficiency About the Role We are seeking a driven, results-oriented Enterprise Account Director to support the next phase of growth within our Process Manufacturing business. This role is responsible for net-new logo acquisition as well as expansion of existing enterprise customers, working closely with Customer Success. The ideal candidate is self-motivated, hungry for growth, and comfortable running complex sales cycles across operational, technical, and executive stakeholders. This is a hands-on role for a seller who thrives on outbound prospecting, values inbound opportunities, and is energized by engaging customers directly, both virtually and onsite. Key Responsibilities Sales Strategy & Execution Own and consistently meet or exceed an assigned Enterprise revenue quota for the EMEA territory, with a proven track record of closing 6- and 7-figure deals Execute a territory strategy focused on net-new logo acquisition and land-and-expand growth within strategic enterprise accounts Operate as a true hunter, generating a significant portion of pipeline through outbound prospecting, executive outreach, and targeted account-based strategies, while effectively managing inbound demand Lead and manage complex, multi-threaded enterprise sales cycles, navigating procurement, legal, security, and executive decision-makers Create urgency and momentum by tying solutions to measurable business outcomes, including operational efficiency, compliance, scalability, and ROI Position value-based solutions that drive tangible results and accelerate time to value for customers Pipeline Management & Forecasting Build, qualify, and maintain a robust, self-sourced pipeline aligned to enterprise growth targets Forecast accurately and consistently, managing opportunities through defined sales stages with disciplined deal inspection Drive deal progression by establishing clear next steps, mutual action plans, and executive alignment Confidently navigate complex, multi-stakeholder decision processes and remove blockers to close Account Expansion & Customer Growth Lead land-and-expand strategies within enterprise accounts, identifying opportunities for additional sites, locations, use cases, and cross-sell/upsell expansion Partner closely with Customer Success Managers (CSMs) to expand footprint, support renewals, and drive long-term account growth Maintain executive relationships to unlock incremental budget and expansion opportunities over time Collaboration & Alignment Work cross-functionally with Marketing, Product, Services, and Customer Success to drive coordinated enterprise account strategies Align sales execution with onboarding, delivery, and customer success outcomes to ensure successful deployments and expansion Provide structured feedback from the field to influence product roadmap, messaging, and go-to-market strategy Customer Engagement Engage and influence stakeholders across operations, manufacturing, IT, quality, procurement, and executive leadership Lead high-impact discovery sessions, executive presentations, demos, and onsite meetings as required Travel to customer locations to support deal progression, executive alignment, and long- term relationship building Qualifications Required 5 years of B2B sales experience, preferably enterprise or mid-market Proven ability to close complex, consultative deal Strong outbound prospecting and pipeline generation skills Experience managing inbound leads alongside outbound efforts Self-starter with strong ownership, accountability, and drive Comfortable engaging multiple stakeholders across an organization Ability and willingness to travel to customer sites as needed Preferred Experience selling into process manufacturing environments Background in manufacturing, food & beverage, industrial, or operational software Experience partnering with Customer Success for account expansion Familiarity with operational, plant-floor, or compliance-driven use cases What We Offer High-impact role with ownership of a EMEA enterprise territory Competitive compensation with strong upside for performance Opportunity to sell into mission-critical manufacturing environments Clear career growth path within a scaling sales organization Collaborative, execution-focused culture