Account Executive - Emerging Accounts - San Francisco, CA

About the role

You will partner with pioneering companies to streamline their journey from prototype to market launch. This position centers on understanding distinct client objectives and removing obstacles in their product development lifecycle. You will act as a strategic advisor, aligning Fictiv's capabilities with the specific demands of each emerging account. Your efforts will directly influence the speed and success with which clients bring innovations to market. You will own the end-to-end sales process for your portfolio, ensuring alignment with broader organizational goals. Collaboration with cross-functional teams will be essential to deliver integrated solutions that satisfy complex client requirements. Ultimately, you will build trusted relationships that establish Fictiv as a pivotal partner in the growth of ambitious technology and hardware startups.

Key facts

What you'll do

• Architect bespoke business strategies for each assigned account, integrating Fictiv's manufacturing capabilities with client vision.
• Initiate and refine a robust sales pipeline through targeted prospecting and precise market segmentation.
• Uncover and cultivate new opportunities spanning prototyping validation, production scale-up, and strategic manufacturing partnerships.
• Drive consistent performance by meeting or surpassing predefined sales quotas on monthly, quarterly, and annual cycles.
• Leverage Salesforce.com to generate accurate account forecasts and identify incremental growth pathways.
• Engineer mutually beneficial contract terms through meticulous negotiation and structured deal planning.
• Cultivate influential relationships with executive stakeholders to accelerate decision-making and long-term commitment.
• Diagnose intricate product development hurdles and translate them into actionable support plans for clients.
• Champion Fictiv's brand and value proposition at industry gatherings, conferences, and targeted networking forums.
• Elevate the perception of Fictiv as a trusted virtual contract manufacturing leader among suppliers and investors.
• Proactively coordinate with internal specialists to resolve client issues and ensure seamless project execution.
• Document and communicate best practices to optimize future engagements within emerging account segments.
• Monitor competitive landscape dynamics and adjust sales approaches to maintain strategic advantage.
• Provide detailed pipeline reviews and performance analytics to guide leadership in resource allocation.
• Guide clients through end-to-end production workflows, ensuring clarity and confidence in every milestone.

Requirements

• Bring a minimum of 3 to 5 years of progressive sales experience, with a proven ability to work autonomously in remote settings.
• Apply advanced account planning skills to develop strategies that withstand market volatility and shifting priorities.
• Demonstrate a consistent history of surpassing ambitious sales goals across multiple performance periods.
• Utilize strong verbal and written communication to articulate complex value propositions to diverse audiences.
• Exhibit superior negotiation acumen to structure agreements that balance client aspirations with business viability.
• Employ mastery of CRM platforms, particularly Salesforce.com, to maintain rigorous opportunity management.
• Show adaptability in navigating ambiguous situations and evolving client expectations without direct supervision.
• Commit to ethical sales practices and compliance with all relevant industry regulations and internal policies.

Nice to have

• Insight into engineering workflows and product development methodologies to engage technical stakeholders effectively.
• Experience operating within fast-growth sales environments where agility and rapid learning are essential.
• Exposure to virtual contract manufacturing models and the associated operational nuances.
• Familiarity with startup ecosystems and the unique challenges faced by early-stage companies.
• Ability to manage multiple concurrent deals while prioritizing demands and maintaining quality standards.
• Track record of collaborating successfully with distributed teams across different time zones.

Skills & tools

• Demonstrated expertise in Salesforce.com for managing complex account portfolios and forecasting accuracy.
• Hands-on experience with supplementary CRM and productivity tools to enhance client engagement.
• Competency in digital prospecting platforms and collaboration suites that support remote selling.
• Analytical mindset capable of interpreting sales metrics and translating data into actionable strategies.
• Effective storytelling abilities to convey brand narrative and differentiate Fictiv in crowded markets.
• Capacity to synthesize technical documentation into accessible insights for non-technical decision-makers.

Practical notes

• The compensation package includes a base salary of $75,000, complemented by an uncapped variable component of up to $50,000.
• Benefits offered include competitive medical, dental, and vision insurance, a 401K retirement plan, parental leave programs, and paid volunteer days to encourage community involvement.
• This is a full-time position with remote work eligibility across the United States.
• We are dedicated to building a diverse and inclusive workforce and actively encourage applications from women, LGBTQ individuals, people of color, those with disabilities, and veterans.

This role is designed for a self-driven professional who thrives on solving complex commercial challenges while contributing to the success of innovative hardware ventures. You will operate with a high degree of autonomy, making strategic decisions that impact revenue growth and client satisfaction. The ideal candidate will combine relationship-building prowess with analytical rigor to identify and capitalize on expansion opportunities. Success in this position requires resilience, intellectual curiosity, and the ability to communicate persuasively at all organizational levels. You will frequently act as the primary point of contact for strategic initiatives, ensuring that client expectations are not only met but exceeded. The position demands comfort with ambiguity and the capability to manage a diverse book of business in a dynamic market. Fictiv provides the tools and support necessary to excel, but the drive to achieve and grow must originate from the individual. This is an opportunity to leave a significant mark on both your career trajectory and the broader manufacturing ecosystem. Applicants are encouraged to highlight experiences that demonstrate ownership, adaptability, and a results-oriented mindset. The company is eager to welcome someone who views challenges as opportunities for innovation and is prepared to invest deeply in long-term client partnerships. We look forward to reviewing applications from candidates who embody these principles and are excited to contribute to a forward-thinking, collaborative environment.