Specialist Seller, Enterprise Select (AI Products)

Accountabilities:: Drive enterprise AI sales: Lead strategic sales initiatives for AI products, identifying opportunities to deliver measurable business value across complex enterprise accounts. Develop strategic deal plans: Collaborate with account executives to design and execute sales strategies that align AI capabilities with customer priorities, operational challenges, and expected return on investment. Build and accelerate pipeline: Partner with account development representatives and account executives to identify high-potential, AI-ready customers and generate new product opportunities. Manage complex sales cycles: Navigate sophisticated, multi-stakeholder enterprise transactions, building consensus among executive decision-makers, technical teams, procurement, legal, and information security stakeholders. Lead pilot programs and adoption: Develop high-touch pilot strategies, establish clear success metrics, and guide early customer implementations to demonstrate value and support broader adoption. Translate AI into business outcomes: Explain the practical applications of AI, machine learning, large language models, and agentic capabilities in terms of customer efficiency, safety, productivity, and measurable business impact. Shape go-to-market strategy: Work closely with product and go-to-market teams to share customer insights, identify market opportunities, refine positioning, and influence product development priorities. Develop scalable sales resources: Create repeatable frameworks, sales enablement materials, and best practices that improve sales execution and help the broader organization succeed. Support expansion and revenue growth: Identify opportunities to expand customer adoption, strengthen account relationships, and achieve product-specific revenue targets. Champion cross-functional collaboration: Build trust across account teams and internal stakeholders, influencing outcomes through shared ownership, effective communication, and a customer-first approach. Navigate emerging product markets: Help establish sales strategies for new and evolving AI products, adapting quickly as customer needs, product capabilities, and commercial models develop. Requirements: Enterprise sales experience: At least five years of experience managing complex, full-cycle enterprise sales, from prospecting and opportunity development through negotiation and closing. AI sales expertise: At least two years of direct experience selling AI-based commercial solutions or platforms, such as AI-native products or offerings within cloud, data, and communications ecosystems. Proven revenue performance: A consistent record of meeting or exceeding sales quotas, with experience closing complex enterprise transactions involving annual recurring revenue (ARR) of $500,000 or more. Complex deal management: Demonstrated success navigating six- and seven-figure deals involving multiple stakeholders, including C-suite executives, legal teams, procurement, and information security. New product commercialization: Experience selling emerging or early-stage products where positioning, sales processes, and go-to-market strategies are still being developed. AI and machine learning knowledge: A strong understanding of AI/ML concepts and the ability to articulate how AI-powered products differ from traditional automation and deliver tangible customer value. Strategic selling and forecasting: The ability to build account strategies, qualify opportunities, manage complex pipelines, forecast accurately, and identify expansion opportunities. Cross-functional selling experience: Strong collaboration skills and the ability to work effectively in a specialist or overlay sales role alongside account executives and broader account teams. Customer relationship management: Exceptional communication, presentation, negotiation, and relationship-building skills, with the ability to engage technical stakeholders and senior business leaders. Entrepreneurial mindset: Comfort operating in a fast-moving environment, adapting to ambiguity, testing new approaches, and taking ownership of business outcomes. Consultative approach: A genuine interest in understanding how customers operate, identifying their underlying business challenges, and developing solutions that deliver measurable results. Preferred experience: Four or more years of direct experience selling AI-based commercial solutions, with a deep understanding of AI sales models, forecasting, and account expansion mechanics. Team-oriented leadership: The ability to influence without direct authority, support colleagues, and contribute to shared revenue goals through effective partnership and knowledge sharing. Benefits: Competitive on-target earnings: Annual OTE of $350,000 USD , combining base salary and performance-based variable compensation. Actual earnings may vary according to performance and applicable compensation terms. Equity opportunities: Eligibility for equity compensation, allowing employees to participate in the company's long-term growth, subject to applicable plan terms. Flexible remote work: A remote-first working model designed to support flexibility, autonomy, and effective collaboration across distributed teams. Comprehensive healthcare: Access to health benefits and medical coverage options designed to support employees and their families. Parental leave: Parental leave benefits to support employees and their families. Retirement benefits: Access to retirement savings benefits, subject to applicable plan terms. Professional development: A professional development stipend to support continued learning, skill development, and career growth. Performance-driven rewards: A compensation philosophy that recognizes high achievement and offers opportunities for strong performers to earn above-market total compensation. Career growth and ownership: The opportunity to influence emerging AI sales strategies, develop enterprise relationships, and contribute to a growing product portfolio. Meaningful customer impact: Help organizations across transportation, construction, agriculture, field services, manufacturing, and other industries improve operational safety, efficiency, and sustainability. Collaborative environment: Work alongside talented sales, product, and technical professionals in a high-performance culture that values accountability, innovation, and teamwork.