Key Account Executive

About CoLab

At CoLab, we help mechanical engineering teams bring life-changing products to market years sooner.

We build AI for engineers designing cars, medical devices, and jet engines. Products this complex aren't sketched and sent to production. Teams spend months on iterations, reviews, and tests, predicting how every part performs before anything is built. CoLab is where those reviews happen, and we capture the rationale behind every change. Other tools show what changed between versions. Only CoLab knows why. That's how our AI helps manufacturers like Bobcat, Triumph Motorcycles, and GE Appliances make better decisions, eliminate rework cycles, and get to market faster.

Proudly based in St. John's, Newfoundland, CoLab started with one customer in 2018. Since then we've raised a $72M Series C, been named the 57th fastest growing company in North America by Deloitte (Fast 500), signed multi-year AI partnerships with companies like Bombardier, and grown to a team of 250+.

About the Role

As a Key Account Executive (Enterprise Sales), you'll focus on CoLab's largest accounts, engaging with senior engineering leaders in large enterprises. Your primary responsibility will be to drive revenue growth by closing deals in the $200K to $2M+ range, while also identifying expansion opportunities within these enterprise clients. You will work closely with marketing, sales development, and customer success teams to strategize on enterprise deals, ensuring we maintain strong relationships with our top accounts.

This is an opportunity to make a significant impact by driving CoLab's growth at the enterprise level, working with some of the world's most respected companies.

This position will require occasional travel for on-site team meetings in Newfoundland Canada, at least twice per year (primarily in December and June) in addition to occasional travel to customer sites. We recognize that travel can involve personal commitments, and we strive to accommodate individual circumstances, however the expectation is that travel to, and attendance at, the majority of these events is mandatory. Details about travel arrangements and covered expenses will be discussed during the hiring process.

What You'll Do:

• Lead Enterprise Sales Strategy: Own and execute the sales strategy for CoLab's top enterprise accounts (10,000+ employees), driving long-term relationships and delivering solutions for large-scale engineering organizations.
• Manage High-Value Deals: Lead and close enterprise deals ranging from $200K to $2M+ with large organizations, navigating complex procurement processes and multiple decision-makers.
• Discovery & Solution Selling: Conduct detailed discovery with multiple personas (engineering leaders, procurement teams, and executives) to understand their pain points and business goals. Provide consultative recommendations on how CoLab can optimize their design processes and reduce time-to-market.
• Build Strategic Relationships: Establish and nurture relationships with key stakeholders across target accounts to drive ongoing engagement and opportunities for account expansion.
• Collaborate on Proposals & Negotiations: Work with the sales team to create customized proposals, negotiate contract terms, and manage the deal process from initial contact through to close.
• Work Cross-Functionally: Partner with the Customer Success, Product, and Marketing teams to ensure seamless handoff of new customers and align on product development needs based on customer feedback.
• Pipeline Management: Effectively manage a pipeline of high-value enterprise accounts to hit quarterly and annual sales targets. Provide regular updates on progress and forecast accuracy.
• Expansion & Renewals: Collaborate with the Customer Success team on account expansions and contract renewals to increase customer lifetime value (CLV).
• Enterprise Account Planning: Develop territory and account plans for large enterprises to identify opportunities, track progress, and optimize resource allocation.

What You'll Need:

• 5+ years of experience in enterprise SaaS sales with a proven track record of closing high-value contracts (ranging from $200K to $2M+).
• Experience selling into large organizations (10,000+ employees) and managing complex, multi-stakeholder sales cycles.
• Strong consultative selling and solution-based approach, particularly in industries like industrial equipment, automotive, aerospace, or similar highly technical sectors.
• Ability to manage a growing pipeline of high-value enterprise opportunities, ensuring effective follow-up and timely progression of deals.
• Comfortable with ambiguity: Ability to navigate complex enterprise sales cycles and align internal resources to close deals.
• Strong communication and negotiation skills, with the ability to influence and persuade senior decision-makers in large organizations.
• Experience using Salesforce to manage pipeline and forecast deals with accuracy and attention to detail.
• Team player with the ability to collaborate across departments to ensure alignment on customer needs and business objectives.
• Self-motivated and driven to exceed sales targets and grow enterprise accounts.
• Experience in manufacturing is a plus.

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