Head of PCT Flex Sales Paapri Cloud Technologies South Bend, IN Job Details Full-time $130,000 - $150,000 a year 1 hour ago Benefits Dental insurance 401(k) Qualifications Software sales Bachelor's degree

Full Job Description Head of PCT Flex Sales Company:

Paapri / PCT Flex www.pctflex.com

Location:

South Bend, Indiana Reports to:

CEO Employment:

Full-time, in-office/

Hybrid Compensation :

$130,000-$150,000 base + uncapped variable compensation

Target Earnings:

$250,000+ based on performance About PCT Flex PCT Flex is an ERP-agnostic manufacturing operations platform designed to connect the business system with what is actually happening on the factory floor — people, machines, materials and processes. Flex provides capabilities across manufacturing execution (MES), production scheduling, inventory and warehouse operations, quality, OEE, machine connectivity, labeling, traceability, PLM/ECO and other manufacturing operations. A manufacturer does not need to replace its ERP to modernize its factory. Our vision is to make PCT Flex the manufacturing operations platform used by thousands of factories.

Our mission:

Transforming Manufacturing Through Innovation. The Opportunity We are looking for a Head of PCT Flex Sales to build the commercial engine that takes Flex to the next level. This is not a position where you inherit a large established sales organization. You will build it. Initially, this is a player-coach role. You will personally develop opportunities, conduct discovery, sell, negotiate and close Flex customers while simultaneously creating the processes and team that make our sales motion repeatable. As Flex grows, you will build and lead the sales organization underneath you.

Your primary responsibility is simple:

Grow PCT Flex Annual Recurring Revenue (ARR). What You Will Own New ARR You will own the new Flex ARR target. Success will ultimately be measured by recurring revenue generated — not calls made, meetings held or proposals issued. You will develop the sales plan, pipeline and team required to consistently achieve our growth targets. Personally Sell Flex Especially during the initial stage, you will be expected to sell.

You will:

Prospect and develop manufacturing opportunities Conduct executive and operational discovery Understand manufacturing and factory-floor problems Develop the business case for Flex Coordinate manufacturing and technical discovery Lead Flex demonstrations with Solutions Engineering Develop proposals Negotiate commercial agreements Close new Flex subscriptions Maintain accurate pipeline and forecasts You should be comfortable sitting across the table from a manufacturing owner, CEO, COO or Plant Manager and talking about how their factory actually operates. Sell Problems, Not ERP Platforms PCT Flex is ERP agnostic. Our customers may use SAP, Microsoft Dynamics, Epicor, Sage, NetSuite, Acumatica, QuickBooks, Infor, legacy systems, custom systems or something else entirely. That is not what determines whether they are a Flex prospect. We look for manufacturing problems such as: Poor production visibility Manual production scheduling Excel-based planning Paper travelers Manual shop-floor data collection Traceability challenges Quality management problems Material movement and inventory problems Weak OEE visibility Machine connectivity requirements Labor tracking Labeling Work-in-process visibility Disconnected manufacturing systems Our fundamental message is: Modernize your factory without replacing your ERP. Build the Sales Machine Your responsibility is bigger than personally closing deals. You will develop a repeatable Flex sales process covering: Target Account → Discovery → Qualified Manufacturing Problem → Solution Discovery → Flex Demonstration → Technical Validation → Business Case → Proposal → Close You will help establish clear qualification and exit criteria at every stage.

We want to understand mathematically:

Qualified Opportunities → Demos → Proposals → Wins → ARR Once the sales model is proven, your responsibility will be to scale it. Build the Sales Team As the business grows, you will help recruit, develop and manage a Flex sales organization that may include: Account ExecutivesSDRs/BDRsManufacturing Solutions EngineersSales ManagersRegional Sales Leaders We will add sales headcount when the economics justify it — not simply because we want a larger sales organization. One of your most important milestones will be demonstrating that a properly supported Flex Account Executive can repeatedly produce significant new ARR without depending on the CEO to personally close every deal. Build the Flex Partner Channel Direct sales is only one part of our long-term growth strategy. You will help build a network of organizations capable of introducing, selling and eventually implementing Flex.

Potential partners include:

Manufacturing consultants ERP consulting firms across multiple platforms Industrial automation companies Controls and systems integrators Machine and equipment companies MSPs serving manufacturers Manufacturing technology consultants We want to progress partners from: Referral Partner → Sales Partner → Certified Flex Partner The long-term objective is to create a partner ecosystem capable of bringing Flex into hundreds and eventually thousands of factories. Work With Our Lead Generation Engine We intend to use technology and AI aggressively in sales. Our sales organization should not spend its time manually searching the internet for random manufacturers. We are building a data-driven prospecting engine designed to identify manufacturers, detect buying signals, research companies, identify likely manufacturing problems and prioritize the best opportunities for our sales team. You will help determine which prospect characteristics and buying signals actually correlate with qualified opportunities and closed ARR. Sales results will continually improve our targeting. Ideal Background We are interested in candidates who have successfully sold complex B2B technology into manufacturing environments.

Relevant experience could include:

MESManufacturing softwareManufacturing ERPIndustrial SaaSAPS / Production SchedulingWMSQMSOEEIndustrial automationFactory-floor technology Direct manufacturing software experience is strongly preferred. Who You Are You are a hunter. You are comfortable creating opportunities rather than waiting for Marketing to hand them to you. You are a builder. You would rather create a great sales organization than inherit one. You understand that during the early stages, leadership means personally doing the work. You are commercially disciplined. Pipeline, qualification, conversion rates, forecasting and ARR matter to you. You are curious about manufacturing. You want to understand how factories schedule, produce, move material, maintain quality and measure performance. You are comfortable with executives and equally comfortable walking a factory floor. You take ownership of the number. How We Will Measure Success Core metrics will include: New Flex ARR New manufacturing customers Qualified pipeline Pipeline coverage Average ARR per customer Sales-cycle length Opportunity-to-close conversion ARR per Account Executive Partner-generated pipeline Partner-generated ARR Ultimately, the most important measurement is straightforward: Are we consistently adding high-quality recurring revenue? First 12 Months First 90 Days Learn Flex and our customers deeply. Understand the manufacturing problems Flex solves. Refine our Ideal Customer Profile. Standardize our sales story, qualification process, discovery, demonstrations and proposals. Build a measurable target-account and pipeline-generation process. Begin personally developing opportunities. Months 4-6 Build and close qualified Flex opportunities. Establish predictable pipeline generation. Identify the manufacturing segments and buying signals where Flex wins most consistently. Begin building the partner network. Establish baseline conversion rates, sales-cycle data and average ARR. Months 7-12 Demonstrate repeatable new ARR generation. Help recruit additional sales capacity where justified. Establish measurable Account Executive productivity. Generate partner-sourced opportunities and ARR. Build the sales operating plan for the next stage of Flex growth. Relationship With the CEO You will initially work closely with the CEO on major opportunities, product positioning, manufacturing strategy and strategic partnerships. However, an important part of your job is building an organization that progressively becomes less dependent on the CEO for routine sales activity. Over time, CEO involvement should concentrate on strategic accounts, major relationships, product vision and exceptional opportunities. What This Role Is Not This is not primarily a sales-management position. This is not a sales-administration position. This is not a job where you inherit a mature pipeline and manage people who close it. This is a build-and-sell role. You will earn the opportunity to lead a larger organization by helping us prove and scale the Flex sales engine. Where We Are Going We are not building a consulting practice disguised as a software company. We are building an ERP-agnostic manufacturing software platform designed to serve thousands of factories. The person who successfully builds the Flex commercial engine has the opportunity to grow with it and ultimately lead a substantial sales organization. If you want to inherit a finished sales machine, this probably isn't the right opportunity. If you want to build one, we should talk.

Pay:

$130,000.00 - $150,000.00 per year

Benefits:

401(k) Dental insurance Application Question(s): Do you have at least 5 years of

Software Sales Experience Education:

Bachelor's (Required)

Experience:

Manufacturing software sales: 5 years (Required)

Work Location:

Hybrid remote in South Bend, IN 46601