Account Executive, AI Consulting

We are hiring an Account Executive to turn incoming enterprise leads into signed consulting engagements. Clients buy multi-month consulting engagements. You won't build pipeline from scratch. Anthropic and AWS share qualified enterprise leads with us. Your job has four parts: • Qualify those leads quickly. • Run discovery with buyers at banks, insurers and life sciences companies. • Scope the work with our architects. • Close. What you'll do: • Pick up new leads as they arrive, decide which to pursue, and be able to explain why. • Run discovery calls with business and technology leaders. Map their process, data, regulatory constraints, budget and decision path. • Work with delivery leads and architects to scope proposals and SOWs that we can deliver. You are selling consulting engagements, not software licenses. • Negotiate and close to a signed SOW, with the Chief Commercial Officer joining larger deals. • Run the full sales cycle: discovery, solution scoping, proposal, negotiation, close. • Translate Anthropic's product roadmap and partnership incentives into the client propositions. • Keep Anthropic and AWS partner reps informed on the leads they share, and take part in joint pipeline reviews. • Keep the CRM current and forecast your deals accurately. • Bring buyer objections and patterns from each industry back to leadership and marketing. • Travel for client meetings, up to 30% of your time. What You Need: • 2+ years in a client-facing commercial role in a consulting or IT services firm where you closed deals yourself, such as account executive, account manager, or consultant who owned client sales. Be ready to share the specifics: what you closed, at what size, and how long each deal took. • OR experience with banks, insurers, or pharma/biotech companies in one of these roles: selling services or technology to them (including smaller deals you closed yourself or larger deals where you supported the lead); working on client projects at a consulting firm, including proposals or scoping; or working inside one of these companies on projects where you helped evaluate and select outside vendors. • Working knowledge of Financial Services (banking, insurance, capital markets) or Life Sciences (pharma, biotech). You have worked in the industry or sold into it, and you can discuss a buyer's process and regulatory constraints in their terms. • Experience selling services engagements or complex B2B deals with several stakeholders. • Clear written and spoken communication with director-, VP- and C-level buyers. • Comfort handling a steady volume of leads and choosing where to spend your time. Strong plus: • Experience selling AI/ML, data or cloud services. • Experience working partner-referred leads from Anthropic, AWS, GCP or Azure. Why this role is worth your time: • Leads arrive every day, so your time goes into closing rather than prospecting. • You learn enterprise AI consulting sales in two regulated industries. • You close with support: our architects scope the work with you, and the Chief Commercial Officer joins larger negotiations. • The delivery team can execute what you sell: 350+ people, 150+ certified architects, and 100+ customers in production. • Work at the intersection of two AI partnerships: Anthropic and AWS. • High-impact role with direct visibility to leadership. Compensation and benefits: • Base $90-120K + commission, OTE range $140-170K. The salary range is determined through interviews and a review of the education, experience, knowledge, skills, and abilities of the applicant, and alignment with market data. • B2B contract model or full-time model. • Unlimited vacation policy. • Generous health, vision, and dental insurance, and life insurance. • 401(k) matching plan. Our process: 1. A 30/45-minute call with our recruiter. 2. An interview with the AE about a deal you closed. 3. An interview with the Chief Commercial Officer. 4. An interview with the CEO.