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Account Executive

Supercharge sales to help our partners digitize the industry

About Makini

Makini is the universal API for industrial systems. Industrial tech companies use it to connect with industrial software systems of their customers. No matter what system it is - all via one, simple API.

Makini is based in San Francisco and backed by some of the best in the business, including investors behind companies like Stripe, Segment, and Plaid.

Our mission

We exist to multiply the impact of the new industrial tech by helping them scale.

Industrial tech has great products, products making real impact:
🩸 save people from injuries
🛢 reduce impact on environment
💥 prevent breakdowns

Now that modern industrials use a lot of software, new companies have to somehow fit into this stack in order to scale.

What does it mean for them? - building lots of integrations. One costs $30k, takes up to 18 months. Now imagine doing this hundreds of times.

For many companies this is not feasible and it makes much more sense to use something like Makini instead. Makini allows to connect across industrial systems, no matter what system it is, via one, simple API

About the role

You'll be the one helping us achieve this mission. As an Account Executive, you will be on the forefront of scaling the customer base for Makini Data Factory ( You will own the full sales cycle, working with our Sales Development Representative to qualify lead gen, through to closing deals, and growing share-of-wallet with existing customers. You will also put in building blocks of our sales mechanism as our sales function continues to grow. We've grown from 5 people to 35 over 2021 while growing >100% MoM. Now is a magical time to join, we're still small, and everyone makes a foundational difference.

You will

  • Manage both our existing sales pipeline and develop new business opportunities.
  • Work closely with our Sales Development Representative to build account-based sales approaches which convert.
  • Identify trends and customer needs, building a short/medium/long-term sales pipeline in accordance with targets.
  • Assist in the coordination and implementation of marketing strategies, and delegate tasks that achieve strategic goals.
  • Track performance and report metrics.
  • Monitor and evaluate industry trends and customer drivers and meet regularly with management and stakeholders to discuss strategy.
  • Manage proposal response process, including detailed RFP requirements, content creation, and inputs from various sources.
  • Generate new leads alongside our Sales Development Representative, identify and contact decision-makers, screen potential business opportunities, select the deals inline with strategies, and lead and facilitate pitch logistics.
  • Develop and implement outbound sales and business development activity, and share best practices across the company.
  • Support deal structure and pricing with business value analysis; negotiate prices for proactive bids and proposals.
  • Maintain and share professional knowledge through education, networking, events, and presentations.

We are looking for

By importance in descending order:

  • Successful track record in B2B sales and negotiation with international customers, particularly in Europe and North America.
  • Successful track record in account-based sales, with proven experience in growing customer share of wallet.
  • Experience in selling technical B2B products.
  • A self-starter with positive attitude and passion for learning in dynamic environments.
  • Comfortable working with distributed teams - current 2 locations are in Singapore and San Francisco.
  • Excellent verbal and written communication skills.
  • Willingness to travel as appropriate for customer visits, trainings, etc.
  • Experience with sales techniques.
  • Proven ability to plan and manage resources.
  • Experience with CRM software (i.e. Pipedrive) and LinkedIn automation tools.

We are looking for "spikes" rather than "well-roundedness".

Thank you for your interest! We'll be in touch shortly
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