Account Executive, Southeast

Account Executive, Southeast





Location: In territory

Employment type: Full-time

Work arrangement: Remote

Compensation: $220,000–$240,000 OTE (50/50 split between base salary and commission), plus benefits





About Harmoni





Harmoni is a manufacturing technology company building a new kind of operating system for the factory floor.





Our factory orchestration platform connects machines, people, materials, and data in one intelligent operating layer. By combining real-time information, workflows, automation, and AI, Harmoni helps manufacturers improve throughput, reliability, and on-time delivery.





We are a growing, highly collaborative team based in New York, NY, and Akron, OH. We are venture-backed and recently raised our Series A to accelerate the growth of our platform and team. We operate with a flat structure, move quickly, and give people meaningful responsibility for their work.





This is an opportunity to help introduce transformational technology to manufacturers and build the commercial foundation of a growing company.





The Role





As our Account Executive, Southeast, you will own a high-potential territory and serve as the primary catalyst for Harmoni’s growth in the region. In this full-cycle sales role, you will build and manage your pipeline, engage executive leaders, execute consultative sales strategies, and close new ARR.





You will engage directly with shop owners, general managers, and VP-level executives across growing job shops and large enterprise manufacturers. We are looking for an entrepreneurial, self-driven sales professional who excels at outbound pipeline generation, understands complex operational workflows, and builds trust from the shop floor to the C-suite.





This is not a role where pipeline shows up in your inbox. The Southeast is full of manufacturers who have never heard of Harmoni and are not shopping for software. Winning here takes patience, a real understanding of how a shop runs, and the discipline to create demand rather than wait for it.





You will work closely with the sales team, marketing, and our BDRs to sharpen target accounts, messaging, and territory strategy. As the person closest to the market, you will also help us understand what resonates, where we win, and how we should sell as the company grows.





What You’ll Work OnTerritory Strategy and Pipeline Generation






- Own and execute the go-to-market strategy for the Southeast territory.
- Proactively build and maintain a qualified pipeline through outbound prospecting, industry networking, trade shows, partner ecosystems, and inbound lead conversion.
- Prioritize accounts based on fit, timing, and revenue potential rather than volume.
- Partner with BDRs on account selection, messaging, and outreach sequencing.
- Represent Harmoni at key Southeast manufacturing trade shows, customer site visits, and regional industry events.
- Travel up to 30-35% within the territory as business needs require.






Full-Cycle Deal Execution






- Lead multi-stakeholder deals from initial cold outreach and discovery through negotiation, executive presentation, and closing.
- Conduct deep discovery to uncover operational bottlenecks on the shop floor and in the front office.
- Evaluate each prospect’s current technology stack, including ERP, DNC, and QMS systems, and identify where Harmoni fits.
- Quantify the business case for adopting Harmoni and build ROI models that hold up under finance scrutiny.
- Deliver tailored demonstrations and executive presentations to owners, general managers, and VP-level buyers.
- Navigate procurement, security review, and legal through to signature.
- Close new ARR against quarterly and annual targets.






Forecasting and Cross-Functional Collaboration






- Maintain accurate CRM data, deal stage tracking, and revenue forecasting.
- Deliver an honest forecast and call your quarter with credibility.
- Partner closely with Marketing, Product, and Customer Success to ensure seamless deal execution and long-term customer retention.
- Hand off closed accounts with the context the implementation team needs to get customers to value quickly.
- Bring the market back to the company, including objections, competitive dynamics, and product gaps.
- Develop deep command of Harmoni’s product and the manufacturing use cases it supports.






What Success Looks LikeIn Your First 90 Days






- You develop a strong command of Harmoni’s platform, customers, and value proposition, and can run a demo without support.
- You learn our target customer profile, sales process, qualification criteria, pricing, and CRM.
- You build a territory plan for the Southeast with named target accounts and a clear point of view on where to start.
- You are self-generating meetings through outbound and running your own discovery calls.
- You have created pipeline and advanced your first opportunities into active, late stage evaluations.
- You build productive working relationships with the sales team, BDRs, marketing, and leadership.






Over Time


- You consistently meet or exceed quota and grow new ARR across the Southeast.
- Your pipeline is largely self-generated, well qualified, and deep enough to absorb normal slippage.
- Your forecast is accurate enough that leadership can plan around it.
- Executives take your calls because you understand their operation, not because you followed up enough times.
- Your business cases are grounded in real numbers from the customer’s own operation.
- The customers you close implement successfully, stay, and become references.
- You become a trusted voice on positioning, pricing, and competition, and you make the reps around you better.






What We’re Looking For






- Strong verbal and written communication, including the ability to write outbound a busy shop owner will actually read.
- Discovery skills that move past surface-level pain and get to how a business actually runs.
- The ability to build and defend a quantified business case in front of finance and operations leaders.
- Credibility with both shop floor and C-suite audiences, and the judgment to shift register between them.
- Command of a structured sales process and the discipline to run it consistently.
- Skill navigating multi-stakeholder deals with competing priorities and internal politics.
- Honest deal assessment and accurate forecasting, including the willingness to call a deal that is not real.
- A high degree of organization while managing many concurrent opportunities.
- Genuine curiosity about manufacturing operations and a willingness to learn the technical details.
- Persistence and resilience in a territory you are largely building from scratch.
- Comfort working independently and remotely in a fast-moving environment.






Qualifications and ExperienceCore Requirements


- Track Record: Three or more years of full sales cycle selling, with demonstrated success in B2B SaaS or enterprise software and a consistent history of meeting or exceeding quota.
- Prospecting Muscle: Proven ability to self-generate high-quality pipeline through strategic outbound and account mapping.
- Sales Methodology: Experience executing structured sales processes in multi-stakeholder B2B environments.
- Location: Based in the Carolinas, Atlanta, Texas, or Florida, with a strong preference for candidates located in Charlotte, Charleston, or Atlanta.
- Travel: Ability to travel up to 30-35% within territory as business needs require.






Preferred Qualifications


- Domain Experience: Background selling into custom manufacturing, precision machining, sheet metal fabrication, ERP/MRP software, or industrial automation.
- Owner-Led Buyers: Experience selling to privately held businesses where the owner is the decision maker.
- Operational Fluency: Familiarity with shop floor operations, machine monitoring, scheduling, or quality systems.
- Early-Stage Selling: Experience as an early seller
- Territory Building: Experience building a territory largely from scratch rather than inheriting an established book of business.
- Regional Network: Existing relationships within the Southeast manufacturing community.






You do not need to match every preferred qualification. If you have carried a number, built your own pipeline, and enjoy learning how businesses actually operate, we encourage you to apply.





The Right Person for This Role





You are entrepreneurial and comfortable with a territory. You do not need a manager to tell you which accounts to work or a marketing campaign to warm up your list. You would rather own the outcome than be handed the plan.





You prepare before you reach out. You want to understand what a company makes, how many machines it runs, where it loses hours, and why any of that should matter to the person you are calling. You listen carefully, ask questions that earn you the next one, and walk away when there is no real fit.





You are equally comfortable standing next to a spindle in a machine shop and presenting a business case to an executive team. You know those are different conversations, and you adjust without losing credibility in either room.





You are competitive and motivated by measurable goals, but you also care about how those results are achieved. You forecast honestly, you do not oversell the product, and you hand off customers your team can actually serve.





Most importantly, you want to help manufacturers discover technology that can meaningfully improve how their factories operate.