SMB Account Executive - Onshape

Onshape (www.onshape.com), a PTC SaaS business, is the first and only product development platform built entirely in the cloud. It combines CAD, data management, and real-time collaboration tools so engineering teams can design anytime, anywhere, on any device. 

You'll be joining a fast-growing business within PTC that's redefining how products are designed and built. The SMB sales team is at the forefront of driving new customer acquisition, helping engineers and manufacturers transition from legacy desktop CAD to modern, cloud-native tools. 

Your Impact 

• Drive new logo acquisition and revenue growth in the SMB segment across the US market 

• Manage the full sales cycle from prospecting to close, typically 30–90 days 

• Execute high-volume, transactional sales while identifying opportunities for multi-seat expansion 

• Help customers understand how Onshape modernizes collaboration, speeds up design cycles, and eliminates PDM headaches—particularly for teams migrating from SolidWorks, CATIA, or Creo 

• Contribute to the growth of the first and only SaaS product design platform in the market 

Day-to-Day Responsibilities 

• Own the sales process from first contact through close 

• Prospect and develop new accounts through outbound activity and inbound lead follow-up, with a focus on US-based manufacturers, startups, and engineering-led SMBs 

• Leverage deep Onshape product knowledge to run compelling, value-driven demos—without always needing SE support 

• Collaborate with Technical Services Engineers on complex evaluations and technical objections 

• Coordinate with Marketing and Strategic Account Executives on regional campaigns and target account planning 

• Work with Customer Success to identify expansion and upsell opportunities within your book of business 

• Maintain accurate forecasts and pipeline visibility in Salesforce 

• Achieve quarterly revenue and activity goals 

What You'll Bring 

Skills and Attributes 

• Proven track record of success in a competitive or performance-driven sales environment 

• Strong communication and presentation skills—able to speak credibly with engineers, product teams, and technical buyers 

• Curious, coachable, and motivated to win as part of a team 

• Self-starter with high energy and a bias toward action 

Experience 

• 2–5 years of direct selling experience, including active quota-carrying responsibility in the SMB or mid-market segment 

• Demonstrated ability to articulate Onshape's value proposition against incumbent tools—specifically SolidWorks, Fusion 360, or other legacy desktop CAD platforms 

• Familiarity with Onshape's product hierarchy (Education, Standard, Professional), feature differentiation, and common objection patterns (offline access, drawing capabilities, IT/security concerns) 

• Experience selling into US-based manufacturers, hardware startups, contract manufacturers, or engineering firms 

• Comfortable running product-led growth (PLG) motions—converting free/trial users into paid accounts 

• Experience managing a high-velocity transactional sales cycle with strong pipeline hygiene in Salesforce 

• Bachelor's degree in Engineering, Business, or a related field, or equivalent practical experience