Strategic Sales Executive, Workforce Management | Poka - Manufacturing

Accountabilities

• • Own and execute the full enterprise sales cycle across a portfolio of strategic accounts, covering both existing customers and net-new prospects in collaboration with account executives.
  • Build strong relationships with senior stakeholders across Operations, Manufacturing, IT, and other relevant business functions.
  • Drive account expansion, cross-selling, and upselling by connecting workforce management and connected-worker solutions to evolving customer priorities.
  • Identify and pursue new strategic opportunities through targeted account planning, outbound prospecting, territory development, and collaboration with marketing and partners.
  • Lead complex sales processes from discovery and value articulation through solution evaluation, negotiation, and close.
  • Position the solution as a strategic platform rather than a standalone product, demonstrating its impact on productivity, safety, employee engagement, knowledge sharing, and operational excellence.
  • Develop and maintain comprehensive account plans, including stakeholder maps, opportunity strategies, competitive considerations, and multi-year growth plans.
  • Partner closely with Solutions Consultants, Customer Success, Marketing, account executives, and external partners to deliver coordinated sales motions and long-term customer outcomes.
  • Maintain accurate CRM records, opportunity data, forecasts, and pipeline hygiene to support predictable and transparent revenue execution.
  • Continuously develop a deep understanding of manufacturing, industrial operations, workforce challenges, and emerging trends affecting strategic customers.

  Requirements

  • Demonstrated success in a quota-carrying Enterprise Account Executive or Strategic Account Executive role, ideally within SaaS or enterprise software.
  • Proven experience selling into large, complex organizations with multiple stakeholders, sophisticated buying processes, and extended sales cycles.
  • Track record of both acquiring strategic new customers and expanding existing enterprise accounts.
  • Strong executive presence with confidence engaging Directors, Vice Presidents, C-level executives, and other senior decision-makers.
  • Consultative and value-based selling skills, with the ability to translate technology capabilities into measurable business outcomes.
  • Experience creating and executing strategic territory and account plans, including stakeholder mapping and opportunity strategies.
  • Strong understanding of CRM systems, pipeline management, forecasting, and disciplined sales execution.
  • Exposure to manufacturing, industrial, or frontline-heavy environments is strongly preferred.
  • Experience selling solutions related to operations, workforce enablement, digital transformation, knowledge management, or similar enterprise use cases is an advantage.
  • Ability to operate effectively in a matrixed and collaborative environment where multiple teams share ownership of customer outcomes.
  • Strategic mindset with the ability to think beyond individual opportunities and develop long-term account growth strategies.
  • Strong hunter and farmer capabilities, combining new-business development with relationship expansion and customer retention.
  • Resilience, curiosity, empathy, and a genuine interest in understanding and solving complex customer problems.
  • Consistent ability to meet or exceed sales targets while building trusted, long-term customer relationships.

  Benefits

  • Base salary range of $140,000–$160,000 annually, plus 100% variable compensation with uncapped earning potential.
  • Flexible paid time off, including sick leave and holidays.
  • Medical, dental, and vision insurance.
  • 401(k) retirement plan with company contributions.
  • Flexible spending accounts.
  • Life insurance and disability benefits.
  • Tuition assistance.
  • Community involvement and volunteering opportunities.
  • Flexible and hybrid work opportunities designed to support different working styles and lifestyles.
  • Inclusive and collaborative international work environment with opportunities to work cross-functionally.
  • Opportunity to contribute to meaningful digital transformation initiatives within manufacturing and industrial organizations.