Senior Account Executive I

Accountabilities:: Own net-new logo acquisition across your assigned territory, targeting AI/ML teams, Chief AI Officers, and other strategic technical buyers while managing the complete sales cycle. Build a structured, self-sourced prospecting motion supported by SDR-generated opportunities and AI-powered or agent-based prospecting tools to maintain consistent pipeline coverage. Develop and execute territory and account plans, identifying priority organizations and the stakeholders most likely to influence or own AI investments. Multi-thread relationships across AI engineering, AI operations, data platforms, software engineering, and executive sponsors to build consensus and accelerate complex deals. Connect AI and unstructured data solutions to broader data governance initiatives, identifying opportunities for strategic expansion within enterprise accounts. Build trust and credibility with highly technical buyers by understanding their challenges and communicating solutions in terms of measurable business value. Navigate complex buying processes and create genuine urgency while adapting to shifting priorities and timelines. Maintain accurate, real-time Salesforce data and provide reliable forecasts that enable effective business planning. Progress qualified opportunities through discovery, evaluation, negotiation, and close, with clear milestones and disciplined sales execution. Requirements: 3+ years of enterprise SaaS sales experience selling to technical buyers, particularly within AI/ML, data engineering, platform engineering, or software engineering organizations. Proven track record of closing enterprise deals with $200K+ ACV, with AI/ML teams serving as the primary economic buyer. Demonstrated quota attainment of at least 100% across two or more employers. Experience using AI tools such as Claude, Gemini, ChatGPT, or Copilot to solve business challenges, improve workflows, or generate measurable outcomes. Strong understanding of enterprise AI and unstructured data concepts, with the ability to translate technical capabilities into compelling business value. Ability to quickly establish credibility with AI engineers and technical stakeholders through consultative, peer-level conversations. Strong multi-threading skills and the ability to build relationships across complex buying committees and executive stakeholders. Comfortable navigating AI governance topics such as bias, auditability, and model risk, even without an internal subject matter expert present. Strong prospecting, discovery, negotiation, communication, and relationship-building skills, combined with a proactive hunter mentality. Bachelor’s degree or equivalent relevant professional experience. This position is not eligible for visa sponsorship. Benefits: Base salary range of $128,000–$160,000 per year. Competitive total rewards package with bonus potential. Equity opportunities for eligible roles. Monthly Flex Fund stipend. Pension or 401(k) retirement plans. Competitive health coverage. Flexible benefits designed to support different personal, family, and life circumstances. Paid time off and additional employee support programs. Inclusive workplace focused on belonging and employee experience.