What you will be doing: Territory & Pipeline- Build and execute a territory plan with a disciplined mix of new logo hunting, inbound conversion, and account expansion.
- Maintain a robust, accurately forecasted pipeline in Salesforce; provide weekly pipeline reviews and revenue projections.
- Develop targeted account strategies for key prospects in retail, manufacturing, logistics, financial services, and other enterprise verticals.
- Identify and pursue net-new logos while deepening relationships and expanding wallet share within existing accounts.
AI & Data Services Sales- Lead discovery and solution conversations around Production AI, AI Strategy, Agentic AI, and AI Automation with enterprise buyers (CAIO, CDO, CTO, CIO).
- Articulate how modern, well-managed data estates - across databases, cloud data platforms, and data migrations - are the critical scaffolding for scalable AI.
- Sell the business case for Database Managed Services and DBA Support, connecting operational reliability to AI readiness and cost efficiency.
- Help clients understand Pythian's phased "Data Foundations to Production AI" journey and position appropriate entry points based on their maturity.
Partner & OEM Co-sell- Co-sell with hyperscaler and OEM field teams - including Google Cloud, Oracle - to drive joint pipeline and leverage partner co-sell programs, Marketplace motions, and funded assessment opportunities.
- Navigate partner deal registration, funding programs, and co-sell qualification processes across multiple technology ecosystems to accelerate deal velocity and protect margin.
- Build and maintain strong field relationships with partner account teams, knowing how to activate the right partner resources at the right stage of a deal.
- Serve as the primary relationship owner for your accounts while leveraging Pythian's delivery, solutions, and field CTO resources as needed.
Deal Execution & Internal Orchestration- Lead enterprise sales cycles end-to-end: discovery, business case development, proposal, negotiation, and close.
- Act as the internal project manager for your deals - coordinating across Solutions Architecture, Delivery, Legal, and Finance to keep complex cycles moving, ensure scope integrity, and deliver proposals on time.
- Know when and how to engage the right internal resources (Field CTO, practice leads, delivery SMEs) and manage those relationships to build credibility with prospects without over-committing delivery capacity.
- Prepare and present compelling proposals, RFP responses, and executive-level business case materials.
- Document client interactions, capture competitive intelligence, and share win/loss insights to continuously improve Pythian's go-to-market.
Travel as required to attend client meetings, partner events, industry conferences, and Pythian's annual sales kickoff.
What we need from you:- 10+ years of enterprise technology sales experience with a consistent record of meeting or exceeding quota.
- Active experience selling Data & AI services - managed databases, cloud data platforms, AI strategy, or production AI implementations - to enterprise buyers.
- Demonstrated ability to sell managed services: you know who to call, how to build the business case, and how to navigate procurement for recurring-revenue engagements.
- Experience co-selling with hyperscaler or OEM field teams (Google Cloud, Oracle, AWS, Microsoft, or similar), including familiarity with partner programs, deal registration, and funded motions.
- Strong internal project management instincts: proven ability to orchestrate cross-functional resources - solutions architects, delivery leads, legal, finance - across complex, multi-stakeholder sales cycles without losing momentum or scope control.
- A hunter's instinct for new logos combined with the relationship acumen to grow and retain existing accounts.
- Polished enterprise presence with the ability to engage confidently at VP and C-suite level across business and technical audiences.
- Proficiency in Salesforce for pipeline management, forecasting, and account planning.
Strongly Preferred- Experience selling within one or more of Pythian's core technology ecosystems: Google Cloud (BigQuery, Vertex AI, Gemini) and/or Oracle (database, infrastructure), and also AWS, Microsoft Azure, Snowflake, Databricks, or SAP.
- Familiarity with the modern data stack and cloud data platforms across multiple hyperscalers.
- Comfort positioning AI solutions - Agentic AI, GenAI/RAG, MLOps, AI automation - to enterprise decision-makers.
- Experience with Database Managed Services or Infrastructure Managed Services sales cycles and pricing models.
- Background selling into $300M-$1B revenue companies in manufacturing, retail, logistics, finance, or healthcare verticals.
- Relevant cloud, database, or AI certifications are a plus.
Core Competencies- Strategic territory planning and disciplined pipeline management.
- Consultative selling - ability to diagnose business problems before proposing solutions.
- Influence, persuasion, and consensus-building across complex enterprise buying committees.
- Continuous learning mindset - genuinely curious about AI developments and their enterprise implications.
- Clear, compelling written and verbal communication; strong presentation and proposal skills.
- Relevant Bachelor's degree or equivalent combination of experience and education.
What you will receive: - Love your career: Competitive total rewards package. Blog during work hours; take a day off and volunteer for your favorite charity.
- Love your work/life balance: Flexibly work remotely from your home, there's no daily travel requirement to an office! All you need is a stable internet connection.
- Love your coworkers: Collaborate with some of the best and brightest in the industry!
- Love your development: Hone your skills or learn new ones with our substantial training allowance; participate in professional development days, attend training, become certified, whatever you like!
- Love your workspace: We give you all the equipment you need to work from home including a laptop with your choice of OS, and an annual budget to personalize your work environment!
- Love yourself: Pythian cares about the health and well-being of our team. You will have an annual wellness budget to make yourself a priority (use it on gym memberships, massages, fitness and more). Additionally, you will receive a generous amount of paid vacation and sick days, as well as a day off to volunteer for your favorite charity.
The pay range for this role is:
150,000 - 175,000 USD per year (Remote)
