Proven leadership experience with enterprise Account Executives and a history of meeting team quotas.
Strong background as a top-performing individual contributor in sales before transitioning to leadership roles.
Experience building outbound sales pipelines and establishing effective outreach discipline.
Ability to conduct unscripted deal reviews to enhance closing probabilities in real-time.
Experience working in growing organizations with annual revenues between $10M and $200M.
Responsibilities
Drive full team quota attainment with a focus on coverage, pipeline quality, and conversion discipline.
Ensure accurate forecasting and own post-mortem analysis when targets are missed.
Cultivate a robust pipeline culture by enforcing regular net new meetings and qualified opportunities per rep.
Oversee rigorous deal qualification processes with weekly structured reviews.
Provide coaching through live deal interactions and call reviews, demonstrating practices to the team.
Maintain high talent density by proactively engaging in recruiting and continuous talent mapping.
Benefits
Opportunity to shape the future of vision AI infrastructure sales.
Work within a proven sales process grounded in clear value propositions and qualifications.
Engage with a leadership team that has significant experience in top-tier organizations.
Take part in a rigorous interview process ensuring the right fit for the culture and standards.
Full Job Description
The Mandate
This is a frontline enterprise leadership role. You will lead a team of Enterprise Account Executives responsible for net-new logo acquisition and high-velocity expansion.
Our model is Land-and-Expand. Initial use cases convert into broader platform adoption, and it is common to build toward seven-figure deals within the first 12 months of a new enterprise relationship. Your team is expected to open the door and systematically expand the footprint.
What You Own 1. The Number
Full team quota attainment. You manage coverage, pipeline quality, and conversion discipline with extreme ownership.
Forecast accuracy. We operate with transparency. If the number misses, you own the post-mortem and the correction.
2. Pipeline Culture
The Standard: Minimum 2+ net new meetings and 1+ qualified net new opportunity per rep, per week.
Self-Sufficiency: Pipeline is generated by the reps, not outsourced to marketing or SDRs. Outbound discipline is enforced, inspected, and coached daily. We build pipeline; we don't wait for it.
3. Deal Quality & Inspection
Rigorous Qualification: Weekly structured deal reviews. We do not tolerate "framework theater"- you are expected to surface the truth of a deal, identify gaps in real-time, and drive a credible path forward.
Truth over Optimism: Deals are inspected for use case alignment, economic buyer access, and implementation feasibility.
4. Coaching & Standards
Tell, Show, Observe, Feedback: You provide live deal coaching and call reviews. You don't just tell reps what to do; you show them.
Methodology: We run Command of the Message-style value selling. You are expected to uphold and evolve this standard across the team.
5. Recruiting as a Discipline
Talent Density: Proactive talent mapping and a continuous recruiting motion. You aren't just backfilling; you are upgrading the team over time with a clear, high-bar hiring rubric.
The Operating System
You are stepping into a proven enterprise motion with a structured sales process grounded in value drivers and rigorous qualification. You will report to a Head of Revenue with deep Force Management and MongoDB-scale experience.
Candidate Profile Non-Negotiables
Leadership Track Record: You have led enterprise AEs and consistently hit team quota.
High-Performing IC Roots: You were a top-tier individual contributor before moving into leadership. You know what excellence looks like because that was you.
Outbound Grit: You have built outbound pipeline discipline yourself and can explain how to replicate it.
Deal Intuition: You can run a live, unscripted deal review and improve the deal's probability of closing in real-time.
Scale Experience: You have operated in the $10M-$200M ARR growth stage where structure is evolving and the pressure is constant.
Strong Preferences
Experience selling AI/ML, developer tools, data infrastructure, or technical platforms.
Experience with $100K+ ACV and multi-stakeholder enterprise cycles.
Formal training in Command of the Message or an equivalent value-based methodology.
Background of flourishing within rigorous enterprise sales organizations.
Why This Is a Meaningful Seat
Vision AI is becoming infrastructure for the physical world. Organizations are deploying vision systems in production now. They aren't experimenting.
We are early enough that the leaders here will define how this category sells and scales. This is a durable business with real customers, real deployments, and a credible path to a meaningful exit.
The Interview Process
We run a rigorous process because the seat demands it:
Initial Conversation: Context, motivations, and standards.
Deep Dive: Detailed walkthrough of your deals, hiring decisions, and operating rhythm.
Challenge Interview: Present a 30/60/90-day plan and defend it under pressure.
References: We triangulate beyond your provided list.
