Fictiv: Senior Account Executive, Strategic Sales (MedTech, Aerospace, Robotics, Energy & Mobility)

About Fictiv

Fictiv empowers engineers and procurement teams to accelerate innovation across the entire product lifecycle. By integrating a vast catalog of components with a world-class digital manufacturing platform, Fictiv serves as a vital partner for the most innovative companies in the Americas. With operations in the San Francisco Bay Area and Chicago, Fictiv is a leader in providing standard, configurable, and custom manufacturing solutions.

Impact In This Role

As a Senior Account Executive for the MedTech, Aerospace, Robotics, Energy, and Mobility Strategic Sales Team, you will collaborate with some of the world's most exciting companies to help them bring groundbreaking products to market. This position focuses on developing and expanding accounts with multi-million-dollar manufacturing potential. It's a complex, consultative sales role for individuals who can earn credibility with engineering, supply chain, procurement, operations, and executive stakeholders while addressing urgent manufacturing challenges, all while managing high-velocity transactions.

This role is designed for a salesperson who wants to operate at the intersection of enterprise strategy, technical manufacturing, and commercial execution. The bar is high due to the significant opportunity: Fictiv’s strategic accounts require professionals who can build trust with sophisticated customers, navigate ambiguity, and forge large partnerships by solving complex technical problems. Top performers will go beyond simply selling capacity; they will build deep relationships within large organizations, identify areas where Fictiv can materially improve speed, quality, cost, flexibility, or supply chain resilience, and convert these opportunities into durable partnerships. You will help customers reimagine how they access precision manufacturing, accelerate product development, mitigate supply chain risks, and scale critical programs with confidence.

What You’ll Be Doing:

• Develop and execute strategic account plans for large enterprise targets: Own a defined portfolio of high-potential accounts and build strategies that map business units, engineering teams, procurement groups, manufacturing decision-makers, executive sponsors, current supplier relationships, program timelines, and expansion paths. Top performers will anticipate customer needs before RFQs are issued.
• Create and progress complex, multi-stakeholder opportunities: Identify manufacturing pain points across various use cases, including prototype, new product introduction, low-volume production, bridge production, and supply chain resiliency. Navigate long sales cycles involving engineering validation, supplier qualification, procurement scrutiny, legal review, quality requirements, and executive approval.
• Translate technical manufacturing challenges into business value: Understand customer requirements related to CNC machining, injection molding, sheet metal fabrication, additive manufacturing, tolerances, materials, inspection, DFM, lead times, cost drivers, and production risk. Convert these requirements into clear commercial value tied to speed-to-market, engineering throughput, supply continuity, working capital efficiency, and total cost of ownership.
• Lead cross-functional deal orchestration: Partner closely with applications engineering, sourcing, manufacturing operations, customer success, quality, finance, and leadership to design solutions that are sellable, deliverable, scalable, and renewable. Effective Strategic Account Executives will coordinate internal resources with discipline and urgency.
• Build executive-level relationships and account expansion pathways: Establish credibility beyond the initial buying group by developing relationships with VP-level and C-level leaders in engineering, supply chain, operations, product development, and procurement. Leverage early wins to expand across divisions, product lines, geographies, and manufacturing categories.
• Own commercial strategy, negotiation, and closing: Drive pricing strategy, business cases, proposals, MSAs, supplier onboarding, enterprise agreements, and complex negotiations. Balance customer advocacy with Fictiv’s commercial goals to ensure deals are strategically valuable, operationally executable, and positioned for long-term growth.
• Maintain rigorous pipeline discipline and forecast accuracy: Build a sufficient, qualified pipeline, manage opportunity stages with precision, identify risks early, and maintain a reliable forecast. Excellence in this role requires both strategic creativity and operational discipline.

Desired Traits:

• 8+ years of B2B sales experience, with at least 5 years selling complex technical solutions into enterprise or strategic accounts.
• Demonstrated success closing and expanding six and seven-figure annual contract value opportunities, with direct involvement in multi-million-dollar account growth.
• Proven record of consistently meeting or exceeding quota in a long-cycle, consultative sales environment.
• Experience selling into organizations where buying decisions involve multiple functions, including engineering, procurement, supply chain, operations, finance, legal, and executive stakeholders.
• Working knowledge of technical manufacturing, engineering services, industrial supply chains, product development, or related technical domains.
• Ability to understand and discuss manufacturing requirements such as tolerances, materials, production processes, lead times, quality standards, DFM considerations, inspection needs, and supplier qualification.
• Strong command of enterprise sales methodology, account planning, pipeline management, deal qualification, mutual action plans, and executive-level selling.
• Comfortable owning a territory or named-account book with high expectations for pipeline creation, deal strategy, forecast integrity, and expansion.
• Experience selling manufacturing, supply chain, engineering, product development, industrial technology, or production services to enterprise customers.
• Familiarity with CNC machining, injection molding, sheet metal, urethane casting, additive manufacturing, or precision manufacturing workflows.
• Prior success selling into aerospace, medical device, robotics, mobility, automotive, consumer electronics, industrial equipment, energy, or other engineering-intensive sectors.
• Experience in displacing incumbent suppliers or introducing a new operating model into conservative manufacturing organizations.
• Background using MEDDICC, Challenger, Command of the Message, Force Management, or similar enterprise sales frameworks.
• Experience managing strategic accounts that include both centralized procurement and decentralized engineering demand.
• Comfort operating in a fast-moving, technology-enabled company where sales, operations, product, and supply teams must work tightly together.
• Ability to spend over 50% of your time out of the office engaging with customers.
• BS in Engineering or a technical degree is preferred.

Perks and Benefits:

• Competitive medical, dental, and vision insurance.
• 401K plan.
• Monthly Virtual Work stipend for expenses like food, internet, travel, pet care, health, and wellness.
• Annual Education stipend.
• Parental leave programs.
• Paid volunteer days.
• Onboarding setup, including a standing desk, laptop, monitor, and chair, plus a stipend for additional items like headphones, blue light glasses, or other ergonomic supplies.
• And much more!

Fictiv is expanding its remote US workforce. Applicants from the following states are eligible: Arizona (AZ), California (CA), District of Columbia (DC), Delaware (DE), Florida (FL), Georgia (GA), Hawaii (HI), Iowa (IA), Illinois (IL), Indiana (IN), Kansas (KS), Massachusetts (MA), Maryland (MD), Michigan (MI), Minnesota (MN), Missouri (MO), North Carolina (NC), Nevada (NV), New Hampshire (NH), New Jersey (NJ), New York (NY), Ohio (OH), Oregon (OR), South Carolina (SC), Texas (TX), Tennessee (TN), Utah (UT), Virginia (VA), Washington (WA), West Virginia (WV), Wisconsin (WI), Wyoming (WY).

Salary: $100,000 base per year, $100,000 variable per year (uncapped).

Our Team Values:

We are actively seeking teammates who:

• Bring diverse perspectives and experience to our culture and company.
• Excel at being part of a strong, empathetic team.
• Thrive in an environment emphasizing respect, honesty, collaboration, and growth.
• Possess an ‘always learning’ mindset that celebrates learning, not just wins.
• Help us continue to build a world-class organization that values the contributions of all teammates.

We encourage applications from members of underrepresented groups, including but not limited to women, members of the LGBTQ community, people of color, people with disabilities, and veterans.