Account Executive

Manufacturing is one of the most important industries in the world, yet much of the technology supporting it hasn't kept pace.

We're building a fundamentally different future for manufacturing software.

Fulcrum is evolving from a traditional manufacturing software company into an AI-native company. We're not interested in simply adding AI features to existing systems. We're rethinking how work gets done, building products that can take on increasingly complex work themselves and give manufacturers capabilities that weren't possible before.

That same thinking shapes how we work internally. We believe small teams of exceptional people, equipped with powerful tools and the freedom to make decisions, can accomplish extraordinary things.

We're looking for people who are naturally curious, take ownership, and aren't satisfied doing something a certain way just because that's how it's always been done. People who like figuring things out, building things, challenging assumptions, and continuously expanding what they're capable of.

There's a lot we're still figuring out, and that's part of the opportunity. If you're energized by meaningful problems, ambitious goals, and the chance to help build something genuinely different, you'll find plenty to do here.

About the Role

We're looking for an Account Executive who is excited by complex problems, understands how businesses operate, and knows how to turn meaningful conversations into lasting customer relationships.

Selling at Fulcrum isn't about running through a scripted demo or convincing someone to buy software. It's about understanding how manufacturers actually work, identifying where things break down, and helping customers see what's possible when technology fundamentally changes how work gets done.

Our products and approach to the market are evolving quickly. We're looking for someone who can evolve with them. Someone who is comfortable challenging assumptions, learning new technologies, and finding creative ways to solve customer problems.

You'll own your deals from the first conversation through close, work closely with teams across Fulcrum, and have the autonomy to figure out how to win.

What You'll Do

• Own the entire sales process, from initial discovery through close.
• Lead rigorous discovery that uncovers operational challenges, quantifies their financial impact, and builds a compelling business case for change.
• Confidently lead commercial conversations around pricing, negotiation, and investment decisions, helping customers understand not just why Fulcrum is valuable, but why acting now matters.
• Navigate complex sales cycles involving multiple stakeholders, including business owners, operational leaders, and executives.
• Help customers understand what's possible with Fulcrum's evolving products, including how AI and automation can fundamentally change their workflows.
• Use Claude Code and other AI tools to build and deploy real solutions to customer problems, turning ideas into working functionality within Fulcrum.
• Collaborate closely with Product, Engineering, and Launch to explore customer needs, validate solutions, and deliver on commitments.
• Own your pipeline, maintain accurate forecasting, and proactively drive deals forward.

Who You Are

• Commercially sharp. You understand how businesses make money, can translate operational problems into financial consequences, and know how to build urgency, negotiate, and close without relying on pressure tactics.
• Proven performer. You have a history of exceptional results in full-cycle B2B sales, consistently outperform your peers, and take pride in mastering your craft.
• Naturally curious. You genuinely want to understand how businesses work, ask thoughtful questions, and dig deeper than surface-level answers.
• Industrious and self-directed. You don't wait to be told what to do. You find opportunities, solve problems, and create momentum on your own.
• Technically curious. You're excited about AI and emerging technologies, willing to experiment with new tools, and interested in how they can change the way you and your customers work.
• Consultative and credible. You build trust by understanding your customers' businesses, asking difficult questions, and providing honest guidance rather than relying on polished sales tactics.
• Always learning. You seek feedback, continuously refine your approach, and are motivated by becoming better at what you do.

Compensation & Benefits

• $85,000 - 100,000 annual base salary; $265,000 - $280,000 on-target earnings (OTE) + equity.
• Our compensation structure is designed for people who want to significantly outperform their OTE, not just hit it. Commissions are uncapped with meaningful accelerators and demonstrated earning potential exceeding 2x OTE.
• 401(k) matching after 90 days with immediate vesting.
• Health, dental, and vision benefits.
• Wellbeing benefits and perks.
• Unlimited vacation policy with required minimum vacation days.
• Cell phone and internet plan coverage.

This role is open to candidates located in the United States who are authorized to work here. We are unable to offer visa sponsorship or consider international applicants at this time.

We're not here to make incremental improvements to the way things have always been done. We're here to rethink what's possible.

That takes people who are curious, ambitious, and excited to figure things out that haven't been figured out before.

If that sounds like you, we'd love to build with you.