Account Executive
Position Summary & Responsibilities
Company Overview: Sustainment is an AI-native software platform that helps US-based manufacturers easily find and work with the critical suppliers they need to build and manage their supply chains. Our vision is to reimagine American manufacturing as a hyperconnected, secure, and resilient ecosystem of local and regional suppliers who can more easily connect, interact, and do business with the industry and government customers that rely on them. We are a dual-use technology platform that supports both DoD and commercial customers in pursuit of our vision.
Location: Austin, TX (hybrid preferred). Open to candidates outside Austin open to travel roughly 50% of the time to Austin, customer meetings and market-facing events.
Reports to: VP, Sales Works with: Founding Sales Engineer, dedicated BDR support
The role
Sustainment is building the software layer that connects manufacturers to the supply base they depend on. We sell into upper-mid-market and enterprise manufacturers, and the category we're selling into doesn't have a name yet.
That's the job. There is no established buyer category, no analyst quadrant, no competitor whose displacement pitch you can borrow. You are selling a business case to executives who have never bought this before, and you are building the pattern as you go alongside a team of like-minded high performers motivated by defining the category.
This is a long-cycle, multi-threaded, consultative enterprise sale. If your strength is volume and velocity, this is the wrong seat.
What you'll own
- New logos, and the expansion inside them. You land the first buying group and then earn the next one — a second division, a second plant, a second function. Expansion here means new buying centers inside the account, not adding seats to an existing contract.
- A defined target account list. You work named accounts in partnership with a BDR on outbound. You are not handed a geography and told to go find something.
- The business case. You build the ROI argument, you defend it against finance and procurement scrutiny, and you carry it through a buying committee. Feature demos support the case — they are not the case.
- Multi-threading. Enterprise manufacturers do not buy through one champion.
Key Role Competencies & Evaluation Highlights
Assessing supply chain domain expertise, B2B marketplace dynamics, and the ability to build software for industrial manufacturing ecosystems.
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