Senior Account Executive - Strategic Sales

Impact In This Role

As a Senior Account Executive for the MedTech, Aerospace, Robotics, Energy and Mobility Strategic Sales Team, you will work closely with some of the most exciting companies in the world to help them bring amazing products to market. The Strategic Account Executive is responsible for developing and expanding accounts with multi-million-dollar manufacturing potential. This is a complex, consultative sales position for someone who can earn credibility with engineering, supply chain, procurement, operations, and executive stakeholders while helping customers solve urgent manufacturing challenges. All while balancing high-velocity transactions for your accounts.

This role is for a salesperson who wants to operate at the intersection of enterprise strategy, technical manufacturing, and commercial execution. The bar is high because the opportunity is high: Fictiv’s strategic accounts require someone who can earn trust with sophisticated customers, navigate ambiguity, and build large partnerships from complex technical problems.

A top performer will not simply sell capacity. They will build deep relationships inside large organizations, identify where Fictiv can materially improve speed, quality, cost, flexibility, or supply chain resilience, and convert those opportunities into durable partnerships. They will help customers rethink how they access precision manufacturing, accelerate product development, reduce supply chain risk, and scale critical programs with confidence.

What You’ll Be Doing

Develop and execute strategic account plans for large enterprise targets

Own a defined portfolio of high-potential accounts and build account strategies that map business units, engineering teams, procurement groups, manufacturing decision-makers, executive sponsors, current supplier relationships, program timelines, and expansion paths. Top performers will know where the account is going before the customer issues an RFQ.

Create and progress complex, multi-stakeholder opportunities

Identify manufacturing pain points across prototype, new product introduction, low-volume production, bridge production, and supply chain resiliency use cases. Navigate long sales cycles involving engineering validation, supplier qualification, procurement scrutiny, legal review, quality requirements, and executive approval.

Translate technical manufacturing challenges into business value

Work with customers to understand requirements related to CNC machining, injection molding, sheet metal fabrication, additive manufacturing, tolerances, materials, inspection, DFM, lead times, cost drivers, and production risk. Convert those requirements into clear commercial value tied to speed-to-market, engineering throughput, supply continuity, working capital efficiency, and total cost of ownership.

Lead cross-functional deal orchestration

Partner closely with applications engineering, sourcing, manufacturing operations, customer success, quality, finance, and leadership to design solutions that can be sold, delivered, scaled, and renewed. The best Strategic Account Executives will not simply “throw opportunities over the wall”; they will coordinate internal resources with discipline and urgency.

Build executive-level relationships and account expansion pathways

Establish credibility beyond the initial buying group by developing relationships with VP-level and C-level leaders in engineering, supply chain, operations, product development, and procurement. Use early wins to expand across divisions, product lines, geographies, and manufacturing categories.

Own commercial strategy, negotiation, and closing

Drive pricing strategy, business cases, proposals, MSAs, supplier onboarding, enterprise agreements, and complex negotiations. Balance customer advocacy with Fictiv’s commercial goals, ensuring that deals are strategically valuable, operationally executable, and positioned for long-term growth.

Maintain rigorous pipeline discipline and forecast accuracy

Build a sufficient, qualified pipeline, manage opportunity stages with precision, identify risks early, and maintain a reliable forecast. Excellence in this role requires both strategic creativity and operating discipline.

Desired Traits

8+ years of B2B sales experience, with at least 5 years selling complex technical solutions into enterprise or strategic accounts

Demonstrated success closing and expanding six and seven-figure annual contract value opportunities, with direct involvement in multi-million-dollar account growth

Proven record of consistently meeting or exceeding quota in a long-cycle, consultative sales environment

Experience selling into organizations where buying decisions involve multiple functions, including engineering, procurement, supply chain, operations, finance, legal, and executive stakeholders

Working knowledge of technical manufacturing, engineering services, industrial supply chains, product development, or related technical domains

Ability to understand and discuss manufacturing requirements such as tolerances, materials, production processes, lead times, quality standards, DFM considerations, inspection needs, and supplier qualification

Strong command of enterprise sales methodology, account planning, pipeline management, deal qualification, mutual action plans, and executive-level selling

Comfortable owning a territory or named-account book with high expectations for pipeline creation, deal strategy, forecast integrity, and expansion

Experience selling manufacturing, supply chain, engineering, product development, industrial technology, or production services to enterprise customers

Familiarity with CNC machining, injection molding, sheet metal, urethane casting, additive manufacturing, or precision manufacturing workflows

Prior success selling into aerospace, medical device, robotics, mobility, automotive, consumer electronics, industrial equipment, energy, or other engineering-intensive sectors

Experience in displacing incumbent suppliers or introducing a new operating model into conservative manufacturing organizations

Background using MEDDICC, Challenger, Command of the Message, Force Management, or similar enterprise sales frameworks

Experience managing strategic accounts that include both centralized procurement and decentralized engineering demand

Comfort operating in a fast-moving, technology-enabled company where sales, operations, product, and supply teams must work tightly together

Spend over 50% of your time out of the office in front of customers

BS in Engineering or a technical degree preferred