Full Job Description
POSITION / TITLE: ENTERPRISE ACCOUNT EXECUTIVE
POSITION SUMMARY:
As an Enterprise Account Executive, you win new Fortune 500 customers for Kore.ai. You own the full sales cycle, from first meeting to signed contract, in a defined set of target accounts across multiple industries.
You lead executive dialogues with confidence. You map each account to find the decision makers and influencers who own the business outcome, and you earn time with them. Through structured discovery, you help executives identify the problems most worth solving with AI. You then shape a value story that ties Kore.ai solutions to their priorities and to measurable results.
You lead a team of solution consultants, solution sales executives, and partners to turn that value story into a funded, signed deal. This is a hunter role for a seasoned seller who builds pipeline, runs complex multi-threaded deals, and closes multimillion-dollar, multi-year contracts.
LOCATION: REMOTE, US
RESPONSIBILITIES:
1. New Logo Acquisition & Pipeline
• Own a defined territory or named list of Fortune 500 accounts and land net-new logos.
• Build and maintain pipeline of at least 4x your annual quota through research, outbound prospecting, events, partners, and business development reps.
• Build territory and account plans that show how you will reach your number each quarter, and review them with leadership.
2. Executive Relationships & Value Selling
• Build trusted relationships with multiple C-suite and line-of-business leaders, such as the CIO, CFO, COO, and heads of customer experience, HR, and operations.
• Lead discovery to understand each customer's business priorities, and map Kore.ai solutions across AI for Service, AI for Work, and AI for Process to measurable outcomes.
• Educate executives on generative AI, RAG, and agentic AI in plain business language.
• Present business cases with ROI and total cost of ownership models, industry benchmarks, and customer stories.
3. Deal Strategy & Execution
• Run complex, multi-threaded sales cycles of 9 to 12 months using MEDDPICC, and forecast with accuracy.
• Agree mutual action plans with customers to shorten decision cycles and remove late surprises.
• Lead commercial negotiations with procurement, legal, and executive sponsors on multi-year, multimillion-dollar agreements.
• Lead proposals and RFI and RFP responses with the RFx team.
4. Account Team Leadership
• Lead a virtual team of solution consultants, solution sales executives, product specialists, customer success, and marketing on every pursuit.
• Bring the right people into each deal at the right time, and hold the team to a clear plan.
• Hand over each new customer to customer success with a clear success plan and a path to expansion.
5. Partner & Ecosystem Co-Selling
• Co-sell with Microsoft and AWS, including cloud marketplace transactions and co-sell programs.
• Work with global systems integrators and consulting firms to source, shape, and deliver opportunities.
• Share market and competitive insight with product and marketing teams.
REQUIRED QUALIFICATIONS & EXPERIENCE:
• Minimum 15+ years of experience selling enterprise software or technology platforms and services into Fortune 500 accounts.
• A record of consistently exceeding an annual software quota of $1.8M or more.
• A record of closing multimillion-dollar, multi-year, net-new logo deals.
• A record of running 9-to-12-month, multi-threaded sales cycles using MEDDIC framework
• Experience selling to C-suite and line-of-business buyers as well as IT.
• Full-cycle sales experience with and through Microsoft and AWS.
• Experience selling contact center or customer service technology, plus AI for employee productivity or automation (such as RPA).
• Experience selling across multiple industry verticals at the same time.
• Working knowledge of generative AI, RAG, and agentic AI, and the curiosity to use AI tools in your own work.
• Executive presence, strong storytelling, and the ability to negotiate complex commercial terms.
• Integrity, ownership, and persistence through long sales cycles.
PREFERRED QUALIFICATIONS:
• Experience at a high-growth AI, data, or SaaS company.
• Existing executive relationships in banking, healthcare, retail, or telecommunications accounts.
• Experience co-selling with global systems integrators and consulting firms.
EDUCATION QUALIFICATION:
• Bachelor's degree in business or a related field required.
• MBA preferred.
COMPENSATION:
Depending on specific professional experience and geographical location of individuals, the base salary for this position ranges from $180,000 to $190,000. Additional bonus, commission, and benefit details will be shared during the formal interview process for this full-time employment opportunity.
