Get access to top OEE software sales jobs
We help talented professionals land the best OEE software sales jobs with leading SaaS companies.
These SaaS companies help pharmaceutical, life sciences, food and beverage, nutraceutical and other manufacturers in highly regulated industries track the effectiveness and output of their manufacturing equipment in real-time.
Gulf Stream Search is an executive search firm that specializes in the placement of top talent with SaaS companies throughout the US, with a deep focus on companies that sell into regulated industries.
Process manufacturers are taking advantage of IIOT-enabled devices in their manufacturing facilities to monitor the performance of their equipment.
These companies have historically had to review end of day production reports to determine whether or not their equipment hit targets, experienced downtime blips or had issues with product quality.
Our clients, top Overall Equipment Effectiveness, or OEE software companies, help these manufacturers leverage their industrial automation tools, sensors, and other IIOT-enabled advancements by providing visibility to real-time data through cloud-based platforms and role-specific dashboards.
Gulf Stream Search works with these OEE software companies and helps them identify top software sales professionals, especially regional sales, enterprise sales and industry-focused subject matter experts.
If you’re a top producing software sales professional, we’re the perfect SaaS recruiting firm for you – we’ll help you discreetly and confidentially identify your next OEE software sales job or other SaaS sales jobs that have similar focus
What is OEE Software?
One of the fastest growing segments of the SaaS software industry is the OEE(Overall Equipment Effectiveness) software niche.
Overall Equipment Effectiveness Software, or OEE software, is a tool that helps manufacturers monitor how their production and manufacturing equipment is performing in real-time.
Process manufacturers are obsessed with equipment productivity; with high-volume, high-output manufacturers that produce tons of cereal or pet food food or vitamins on a daily basis, downtime can kill their profit margin.
OEE tracks 3 factors that give plant employees and leadership teams proper assessment of their equipment productivity:
- Asset Availability
- Asset Performance
- Production Quality
Asset, system or equipment availability tracks whether the equipment is out for repair or been shuttered due to failure.
Asset performance combines equipment reliability, availability and costs of running the equipment.
Production quality tracks to what degree the output, or finished product, meets product specifications.
When a company implements an OEE software solution with IIOT equipment, they’re able to realize significant output gains and have the opportunity to dramatically decrease their overall Cost of Quality.
What type of sales jobs are OEE software companies looking to fill?
Software as a Service (SaaS) plays an integral role with process manufacturers in regulated industries.
The OEE software space is highly competitive – startups and mid-size SaaS companies have to aggressively and successfully educate, influence and ultimately convert prospects that move into their sales funnels.
Once potential customers are in the sales funnel, it’s the responsibility of the sales team to convert them into paying customers.
That’s where building out a strong SaaS sales team becomes necessary.
For any SaaS sales professional with a passion and curiosity for how products are manufactured, there is a high demand for talented professionals like yourself.
Sales Development Representative jobs
The sales development job in an OEE software company builds awareness and initial interest with prospects. The Sales Development team toes the line between marketing and sales functions of the SaaS company.
Typical touch points for selling into companies that use OEE software include
Information Technology | Information Systems
- CIO | Chief Information Officer
- CTO | Chief Technology Officer
- VP of IS
- VP of IT
Manufacturing | Operations
- COO | Chief Operations Officer
- VP of Operations | Vice President of Operations
- VP of Manufacturing | Vice President of Manufacturing
- Plant Management
Quality
- Chief Quality Officer
- VP of Quality | Vice President of Quality
The 3 main tasks Sales Development Representatives are responsible for include building awareness, connecting and qualifying prospects(inbound and outbound).
People who work in sales development are responsible for creating awareness and interacting with clients before anyone else on the sales team.
The skill sets required for an SDR depend on how heavily the OEE software company leans on the Sales Development Reps to IDENTIFY prospects and evangelize for the company versus the marketing team and their resources.
If the marketing team is generating a strong pipeline of leads, then the SDR will spend more of their team qualifying.
If the marketing team isn’t fully built out OR are focused on other areas of the business, then the SDR team takes on more identification, evangelizing and building out pools of prospective customers.
Sales Development Representative(SDR) Job Description
- Make initial contact with potentials customers that are considering purchase of OEE software
- Qualify for interest & need
- Qualify for budget
- Qualify for timing of purchase
Account Executive jobs with OEE software companies
In many OEE software companies, the BDR and Sales Development Representatives(SDRs) hand off qualified leads to an Account Executive.
Account Executives are typically responsible for taking a lead from initial interest through contract or subscription closing.
This will include further qualification of the prospect for their budget, their motivation for purpose and, if the demo and use case is satisfied to their liking, when they will sign a contract.
In the absence of a BDR, the Account Executive role may be personally responsible for generating their own leads.
An AE job in an OEE software company will typically be responsible for “closing” business and will typically have a larger commission component to their compensation plan than an Account Manager or Sales Development Rep(SDR).
Account Executives can have different names and can be “teamed up” in different ways depending on the OEE software company’s go to market(GTM) strategy.
Regional Sales Managers | OEE Software
Regional Sales Managers could be responsible for a geographical location; for example, a company many employ 4 RSM(Regional Sales Managers) accountable for Northeast, Southeast, Northwest and Southwest.
Each RSM would be accountable for ALL new revenue for OEE software in that physical territory.
Vertical Market Sales | OEE Software
In OEE software companies that customize solutions to each regulated industry they service, the company may employ Account Executives who focus on specific vertical markets.
For example, a company may employ 6 SaaS Account Executives, each of which are responsible for revenue generation in each niche.
- Life Sciences
- Food & Beverage
- Consumer Products(CPG)
SaaS Account Executive teams can also be segmented by the size of the companies they call on.
Enterprise SaaS Sales professionals could be responsible for a portfolio of target accounts that are a particular size(Fortune 500 manufacturers or even more specific and targeted – example: Top 100 Food & Beverage companies
What OEE software companies look for when hiring sales representatives
OEE software sales teams, because its core customer base include manufacturers with highly complex technology stacks.
These dynamics can lengthen the sales cycle, increase the amount of decision makers, not to mention the OEE software has to be implemented without disrupting other manufacturing systems(ERP, PLM, MES, SCM, QMS etc) that are already in place.
Our clients typically look for mid-market to enterprise level sales executives who’ve called at the higher level of these companies and who have a track record of success selling in a manufacturing setting.
OEE software companies look for solutions-based sales representatives that have experience selling software products or services into the manufacturing ecosystem.
OEE software sales jobs we fill are typically mid to enterprise-level roles as well – our clients look for a specific amount of experience selling into specific industry segments.
Our OEE software clients DO hire candidates who’ve worked in Operations and IS / IT at manufacturing companies, but it is less common when we are recruiting for mid to enterprise level SaaS sales jobs.
Experience selling cloud-based SaaS solutions is always preferred and with that, a strong technical background is preferred.
Since these solutions are often deployed in tandem with other IT solutions, a CIO or CTO will often be involved on the customer side.
Experience selling solutions at this level is extremely important in most cases.
Find your next sales job with OEE software companies
If you’re currently working for and responsible for generating revenue as a SaaS sales professional, it takes up a tremendous amount of your time and energy.
It’s also next to impossible to stay on top of industry trends, up and coming companies, competitors getting funded or the mergers and acquisitions that occur at a rapid pace within SaaS companies with a Life Sciences, Food & Beverage, Pharmaceutical and CPG(consumer product goods) customer base.
That’s where Gulf Stream Search, a recruiting firm that specializes in placing top SaaS sales professionals, can help – we stay abreast of industry trends plus have access and an “open door” policy with many founders within the space. We’ll help you gain access to hard to find sales jobs with OEE software companies.
We often have the inside track on a founder’s preference for when and what type of experience they may be looking for in a new sales hire.
If you’re open to starting a dialogue about your career in SaaS sales and how we can discreetly and confidentially give you access to timely and strategic SaaS sales jobs with emerging and growing SaaS companies, then let’s connect.
We’ll help you identify your next SaaS sales job with a growing SaaS software company.