Founding Account Executive

What You Will Do

• Build the US market
• Build your own pipeline through outbound and your existing network.
• Identify and prioritize the target accounts in aggregates, mining, construction and building materials.
• Create demand where none exists yet. Most customers are not looking for this, so you find the process where it fits and build the case with them.
• Own the deal end to end
• Run the deal from first conversation to the first machine running on the customer's site.
• Sell at every level at the same time: site manager, HSE, finance, IT and the executive team.
• Work with your champion as a co-author. Build the business case and the internal documentation with them, and help them drive the decision inside their company.
• Handle technical questions yourself. There is no pre-sales team behind you, so you learn the solution well.
• Grow the accounts
• Own the expansion after the first contract. Almost every account starts with one machine and one site.
• Write the playbook
• Document how Hive sells in the US, and hand it to the people we hire after you.
• What We're Looking For
• Essential
• You have built something from nothing: a new market, a new region, a new product line or a business of your own.
• A consistent track record of hitting or beating quota, and you can show the numbers.
• An existing network in US aggregates, mining, construction or industrial equipment.
• Experience selling something conceptual rather than off the shelf. Software, software-enabled hardware, automation or systems integration, where you had to build the business case yourself.
• Complex deals with multiple stakeholders and C-level economic buyers.
• You enjoy being on site. Quarries, mines, plants and machines interest you.
• Willing to travel across the US.
• Authorization to work in the United States.
• Strongly Preferred
• Experience from a structured sales playbook environment.
• Experience from companies selling a mix of hardware and software into industrial customers.
• This Is Probably Not the Job for You If
• You need a process to exist before you can work inside it.
• You want to manage a team from day one.
• You have only sold machines or equipment. Selling a wheel loader and selling autonomous operation of a wheel loader are very different jobs.
• You hand over documentation and wait for the inbox to answer.
• What Success Looks Like
• The first US heavy machinery customers are signed and running.
• A qualified US pipeline built mainly from your own network and outbound.
• A clear view of which US segments and accounts Hive should prioritize.
• Hive has a written US sales playbook that the next hire can use.