Job type:
Austin, NYC
Date posted:

Account Executive - Aftermarket

Equip OEMs with superpower to win in aftermarket

About Makini

Products of our customers solve real problems:
🤕 save workers on power plants from losing fingers.
🛢 prevent oil spills.
🏭 reduce fuel consumption on facilities to reduce emissions.

We exist to multiply their impact.

Before our customers can do business, their products need to interface with internal systems of their customers, most commonly EAMs - Enterprise AssetManagement systems. Building EAM integrations is hard: one will cost $30k -$500k and take up to 18 months to complete. As integrations are a part of onboarding, they make sales process slow and products expensive, ultimately limiting number of companies that can benefit from them.

Makini builds infrastructure that eliminates the need for individual EAM integrations altogether, and enables connections across systems – all via one, simple API. We make onboardings low-touch and entry price-points low, helping our customers get their products into hands of a much larger number of companies, and do it fast.

We exist to multiply the impact of our customers and take pride in solving complex infrastructure problems to free them up and concentrate on creating value, not building integrations.

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 among OEMs for Makini. 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 50 over 2021 while growing > 100% MoM.
Now is a magical time to join, we have PMF but still somewhat 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 Sales Development, 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

  • Successful track record in B2B sales and negotiation with international customers, particularly in Europe and North America.
  • Experience in after-sales with Equipment Manufacturers (OEMs) - sales of spare parts, maintenance services and other products sold to customers in industrial and/or facility management post initial equipment purchase.
  • 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 a positive attitude and passion for learning
    in dynamic environments.
  • Comfortable working with distributed teams - current locations are San Francisco, Austin, Amsterdam, Kazakhstan, and Singapore.
  • 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.
Doubt if you have a good fit? Contact us anyway. We may still have an available opportunity for you.
Thank you for your interest! We'll be in touch shortly
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Is Makini for you?

There are 100 things fighting for our time every day. We always keep the main thing main and optimize for impact.
We move fast, like to be scrappy and hack our way through unless we really have/want to be otherwise.
Builders at heart
We often do things we've never done before. Expect to find yourself in a disorganized environment. We expect you to operationalize things once you see a pattern.
Courage for challenge
Things worth doing are rarely simple. We act out of ambition to build great products, not out of fear of facing challenges while building them.
Demonstrating integrity
We are unafraid to be wrong, back proposals we initially opposed, and like to support decisions with numbers and narrative.
Striving for excellence
Mediocre is not a viable compromise for us and are willing to work hard for it.
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