Account Executive

About Airwave

Airwave makes AI smart glasses for industrial field service. The technicians who fix industrial HVAC systems, service elevators, and keep heavy equipment running wear our glasses on the job. They capture the work hands-free, get answers from our assistant Blue and the report is written before they're back in the truck.

Companies like United Rentals, JLG, Rite-Hite and ABM run Airwave in the field today. 

The role

You own new business from discovery to close. While you’ll be responsible for generating your own pipeline, you’ll also be working a steady flow of inbound leads.

The product is simple to learn so there’s no sales engineer to lean on. You run the demo, onboard prospects onto the glasses and close the deal. 

What you'll do

• New Logo Sales:

  Your primary responsibility is closing new accounts. You own deals from discovery through signature.

• Discovery and Demos:

  You run your own discovery calls, product demonstrations and closing calls with operations, service and safety leaders.

• Proofs of Concept:

  You run a hands-on proofs of concept ahead of signature. That means deploying glasses with the customer's technicians, onboarding users onto the platform and generating the reports that prove the use case.

• Product Expertise:

  You know the product well enough to demo it, set it up and answer technical questions without a sales engineer in the room.

• Customer Success Handoff:

  You work closely with Customer Success to hand off every closed account with a clear use case, a named champion and the reports the customer already relies on.

• Forecasting:

  You forecast monthly and quarterly sales accurately and keep the CRM current.

• Pipeline Management:

  You manage multiple deals at once: new leads, demos, proofs of concept, proposals and follow-ups. Nothing falls through the cracks.

About you

• 3+ years in a quota-carrying closing role, with documented success hitting your number.
• Experience running your own discovery calls, product demonstrations and proofs of concept.
• You learn a product fast and can get a customer set up and using it.
• Willingness to prospect and contribute to your own pipeline.
• Experience selling to operations leaders in field service, industrial, construction or the trades is a plus.
• Comfortable on a shop floor, a job site or in a service van with a technician.
• AI-forward. You already work this way.

Location and travel

• Central Time zone preferred
• 30-50% travel