Operational Technology (OT) Account Executive US
About Paessler
Paessler builds monitoring software for systems that cannot fail.
Paessler is redefining how modern organizations monitor and manage their IT, OT, and cloud environments. Trusted by hundreds of thousands of users worldwide, our flagship product, PRTG, helps teams see clearly, act faster, and keep their most critical systems running—without complexity.
Some of the world’s largest and most respected organizations rely on Paessler in mission-critical industries including healthcare, manufacturing, energy, and defense-related environments. Our software is used where downtime is not an option and reliability truly matters.
Founded in Germany and operating globally, Paessler combines deep engineering heritage with a relentless focus on simplicity and customer impact. As we expand our reach worldwide with a growing focus on North America we continue to invest in our people, our platform, and our customers.
Today, we’re building the next chapter of our company: modernizing our platform, embracing AI-driven innovation, and expanding our presence in the mid-market and enterprise and expanding globally. Backed by private equity and growing at scale, Paessler is a place where talented people can have real ownership, move fast, and shape products trusted around the world.
Position Overview
Position Overview
As an Account Executive, Expansion (OT), you will play a pivotal role in driving the growth of our Operational Technology (OT) solutions within our existing customer base. Your primary focus will be to identify, develop, and close new OT-related business opportunities—such as Industrial IoT, automation, network monitoring for industrial environments, security, and data acquisition—across established accounts.
You’ll work closely with existing customers to understand their evolving OT needs, deepen relationships with plant, production, and facility stakeholders, and position our solutions to help them optimize operations, increase security, and enable digital transformation on the plant or factory floor.
Key Responsibilities
1. Identify, qualify, and secure OT expansion opportunities in existing accounts (including manufacturing, utilities, transportation, or other critical infrastructure sectors)
2. Build and maintain strong relationships with operational stakeholders—such as plant managers, operations leads, and industrial IT specialists
3. Proactively uncover pain points, modernization efforts, and digital transformation initiatives driving OT requirements
4. Demonstrate and articulate the business value of our OT-focused solutions, including uses in SCADA, ICS, automation, monitoring, and cybersecurity
5. Achieve and exceed assigned quotas for OT expansion within existing customers
6. Collaborate with Customer Success, Engineering, and Pre-Sales teams to scope, design, and propose tailored OT use cases
7. Develop account growth plans with an OT-centric lens, mapping organizational charts and decision makers in the OT sphere
8. Accurately manage pipeline, forecasts, and activity through CRM tools
9. Stay up-to-date on OT industry trends, competitor offerings, and best practices
10. Represent the voice of the OT customer—providing market feedback to internal teams to guide product development
Qualifications
Requirements
11. Bachelor’s degree or equivalent experience (STEM or engineering fields a plus)
12. 2+ years of experience selling technology into OT, industrial, or infrastructure verticals (e.g., manufacturing, utilities, energy)
13. Proven success in identifying and closing OT projects within existing enterprise accounts
14. Understanding of core OT concepts—such as industrial networks, SCADA, PLCs, cybersecurity in OT environments, or IIoT
15. Strong communication, consultative selling, and relationship-building skills, particularly with operational and engineering personas
16. Proficient with CRM software; skilled at account mapping and multi-threaded sales approaches
17. Self-motivated, organized, and goal-oriented
Preferred
18. Familiarity with network monitoring, industrial security, or automation platforms (e.g., PRTG, Siemens, Rockwell, Schneider Electric, etc.)
19. Knowledge of regulatory requirements affecting OT (e.g., NERC CIP, IEC 62443)
Prior experience interfacing with both IT and OT stakeholders
FACTS FOR YOU
20. Many possibilities to further develop your individual skillset
21. Innovative and creative work environment with plenty of room for new ideas
22. A structured onboarding phase with experienced colleagues
23. Flexible and remote working hours
24. Paessler is a fast-growing midsized company that has been in the market for 20 years.
25. The company is focused on long-term goals and is currently comprised of 350 employees