Overview:
BigBear.ai is seeking a Software Sales Executive to lead prospecting, qualification, solution selling, and deal closure for our cutting-edge digital twin software solutions. In this role, you'll serve manufacturing and logistics customers, leveraging your expertise in simulation, operational data, and connected systems to drive business outcomes. This is an exciting opportunity to join a mission-driven team at the forefront of AI-driven decision intelligence and digital transformation.
This position will be Remote with travel requirements based on territory and customer sites.
What you will do:
- Account Development: Develop and execute a strategic account plan focused on manufacturers, distributors, 3PLs, warehouse operators, and other logistics-intensive organizations.
- Business Development: Identify, qualify, and pursue net-new business opportunities for digital twin and related industrial software solutions, including opportunities to establish and grow strategic partnerships.
- Consultative Discovery: Run in-depth discovery sessions to uncover customer pain points in production, inventory flow, asset visibility, transportation, fulfillment, and operational planning.
- Value Proposition: Present tailored value propositions aligned to customer use cases, including simulation, real-time visibility, throughput improvement, cost reduction, and decision support.
- Technical Presentations: Deliver or coordinate high-level technical presentations, software demonstrations, and executive briefings for business and technical stakeholders.
- Relationship Building: Build and maintain strong relationships with plant leaders, supply chain leaders, warehouse operations teams, IT leaders, engineering teams, and C-level sponsors.
- Cross-Functional Collaboration: Partner with solutions engineering, product, implementation, and marketing teams to shape proposals, pilots, and commercial terms.
- Pipeline Management: Maintain accurate pipeline, forecast, activity tracking, and account intelligence within CRM systems.
- Deal Closure: Support RFPs, pricing discussions, business case development, and contract negotiations through close.
- Industry Representation: Represent BigBear.ai at trade events, customer visits, and industry meetings within manufacturing and logistics markets.
What you need to have:
- Education: Bachelor's degree in Business, Engineering, Supply Chain, Logistics, Computer Science, or a related field. Equivalent experience may be considered.
- Experience:
- 5+ years of B2B software or technical solution sales experience, preferably in enterprise, industrial, supply chain, automation, simulation, or operations technology environments.
- Demonstrated success managing complex sales cycles from prospecting through close, including consultative and solution-based selling.
- Technical Knowledge:
- Working knowledge of digital twin concepts, simulation-driven selling, or adjacent technologies such as IoT, operational analytics, warehouse systems, or manufacturing software.
- Understanding of manufacturing, warehousing, or logistics operations, including common systems, workflows, and stakeholder groups.
- Communication Skills: Strong interpersonal skills, executive presence, and the ability to explain complex technical solutions in clear business terms.
- Travel: Willingness to travel to customer and partner sites as needed.
What we'd like you to have:
- Industry Expertise: Experience selling into manufacturing, supply chain, warehouse, transportation, or industrial engineering teams.
- Platform Familiarity: Knowledge of WMS, TMS, MES, ERP, SCADA, IoT, or related operational platforms used in industrial and logistics environments.
- Value Engineering: Experience with ROI development, value engineering, or pilot-based enterprise sales motions.
- Industry Network: Established network within manufacturing, logistics, or distribution industries.
- Digital Transformation: Exposure to digital transformation, Industry 4.0, or industrial automation programs.
About BigBear.ai:
BigBear.ai is a leading provider of AI-powered decision intelligence solutions for national security, supply chain management, and digital identity. Customers and partners rely on Bigbear.ai’s predictive analytics capabilities in highly complex, distributed, mission-based operating environments. Headquartered in McLean, Virginia, BigBear.ai is a public company traded on the NYSE under the symbol BBAI. For more information, visit https://bigbear.ai/ and follow BigBear.ai on LinkedIn: @BigBear.ai and X: @BigBearai.
BigBear.ai is an Equal opportunity employer all protected groups, including protected veterans and individuals with disabilities.