Enterprise Account Executive, CPG

About the role

You will spearhead the identification and conversion of enterprise opportunities within the Consumer Packaged Goods sector, owning the entire sales cycle from initial outreach to strategic closure. You will develop and execute tailored value propositions that highlight how our physical AI platform drives operational efficiency and sustainability for large-scale manufacturing environments. This role requires you to build and maintain high-trust relationships with C-suite stakeholders, guiding them through complex business challenges and our technological differentiators. You will collaborate closely with cross-functional teams to ensure solution fit, pricing strategy, and successful onboarding aligned with client objectives. A core part of your mission will involve forecasting pipeline activity, hitting demanding quotas, and providing accurate market intelligence to inform product direction. You will act as a key representative of the company, embodying our mission to unlock untapped data for industry leaders. Success in this position will directly contribute to establishing Laminar as the definitive partner for Industry 4.0 transformation in process manufacturing.

Key facts

What you'll do

Spearhead the generation and management of a robust pipeline of high-value CPG enterprise accounts through proactive outbound prospecting and targeted account penetration.

Champion the Laminar value proposition by conducting discovery sessions that uncover critical operational inefficiencies and sustainability goals specific to food and beverage production.

Architect and deliver compelling demonstration scenarios that showcase the impact of our AI Co-pilot models on water management, energy reduction, and waste minimization for facility leaders.

Forge strategic alliances with key channel partners and internal technical teams to design end-to-end solutions that address complex manufacturing workflows.

Analyze competitive landscapes and articulate clear differentiation points that position our sensor and AI infrastructure as essential for modernizing industrial operations.

Drive the negotiation and execution of enterprise contracts, ensuring terms reflect both customer needs and company objectives for long-term success.

Collaborate with Customer Success to develop implementation roadmaps that ensure seamless adoption and rapid realization of client value.

Utilize CRM tools to maintain meticulous records of all customer interactions, track deal progression, and provide accurate revenue forecasts to leadership.

Represent the company at industry conferences and key stakeholder meetings to build brand awareness and establish thought leadership in the cleantech space.

Provide direct feedback to product and engineering teams regarding market trends, pain points, and feature requests from enterprise customers.

Champion the adoption of data-driven decision-making processes within client organizations to highlight the tangible benefits of our platform.

Develop a deep understanding of regulatory and compliance factors affecting the CPG sector to tailor messaging and solutions accordingly.

Identify and cultivate relationships with executive sponsors who can champion our solution across the organization.

Maintain a disciplined follow-up cadence to ensure consistent progress within the sales funnel and minimize pipeline attrition.

Requirements

You possess a Bachelor's degree in Business, Marketing, or a related field, or have equivalent practical experience.

You have a proven track record of selling complex technology solutions into enterprise environments, specifically within the CPG or manufacturing sectors.

You bring a minimum of eight years of experience in business development or enterprise sales roles, demonstrating consistent achievement of targets.

You have a history of exceeding sales quotas and delivering predictable revenue growth in previous positions.

You are highly proficient in using CRM software to manage customer relationships, document interactions, and forecast sales pipelines accurately.

You hold a valid driver's license and are willing to travel domestically for client meetings, trade shows, and industry events as required.

You have a demonstrated ability to build trust and influence stakeholders at the C-suite and operational leadership levels.

You exhibit exceptional written and verbal communication skills, capable of translating technical concepts into clear business benefits.

Nice to have

Experience with industrial IoT, AI, or physical AI platforms is preferred.

A background in sustainability or environmental technology within a B2B context is highly valued.

Prior experience working with investor groups or venture-backed startups is advantageous.

Practical notes

This role is based in Somerville, Massachusetts, at our facility located within the Greentown Labs campus.

Full-time employment is expected, with standard business hours supplemented by necessary flexibility for global client interactions.

Domestic travel is required for approximately 20-30% of the role, primarily for face-to-face engagements with major clients.

Candidates must be authorized to work in the United States without sponsorship for this position.