4+ years in sales of complex solutions to enterprise clients
4+ years selling data, ML, or AI to technical audience
Experience engaging with sourcing teams from major accounts like Google and Meta
Proven track record of consistently achieving sales quotas
Full sales process management from prospecting to closure.
Ability to create and present executive-level documents.
Responsibilities
Develop relationships with GenAI sourcing teams.
Communicate complex AI and data concepts clearly.
Expand new accounts and strengthen existing relationships.
Engage diverse stakeholders including business and technical teams.
Collaborate with cross-functional teams to ensure customer success.
Handle fast turnaround requests during product development phases.
Drive revenue generation and engage in GenAI RFP processes.
Benefits
Remote work opportunity for candidates outside of Redmond, WA.
High degree of client satisfaction and engagement.
Integration with a broad range of functional teams.
Working with industry-leading partnerships and advanced technology.
Opportunity to influence and shape the future of AI solutions.
Full Job Description
Strategic Account Sales Executive
Location: Remote for locations outside of Redmond, WA
Reporting to: SVP, Strategic Account Team
The Account Executive will play a critical role in growing market share in Generative AI, selling solutions spanning RL Environments, Data Collection & Creation, RLHF & Preference Optimization, Supervised Fine-Tuning, Model Safety & Evaluation, Internationalization, and Physical AI. This position is part of the Strategic Business Unit (SBU) responsible for selling into the "Magnificent Seven" foundation model labs (Google, Meta, Amazon, NVIDIA, etc.). This is a hunter role in a fast-moving market - success requires closing new business while continuously translating what's learned in the field into product input and repeatable playbooks for the team.
Key Responsibilities:
Own the full sales cycle - from outbound prospecting and RFP participation through complex-org navigation to close - including breaking into new accounts and expanding existing ones, and driving both contract value and ongoing consumption revenue within named foundation model accounts.
Develop and manage relationships with GenAI sourcing teams and engage stakeholders across business, procurement, technical, and executive audiences.
Develop a deep understanding of AI and data, and communicate complex technical concepts clearly to technical and non-technical audiences alike.
Partner closely with Product and Applied AI Research to translate client feedback into product and roadmap input, and sharpen the value proposition based on what's winning in the field.
Codify learnings into playbooks, templates, and best practices - partnering with Marketing and Pre-Sales to scale winning use cases and proof points across the team.
Run a disciplined pipeline and forecasting cadence to deliver predictable, coachable performance against quota.
Manage fast-turnaround requests, especially during early product development phases, coordinating with legal, delivery, quality, and operations as needed.
Qualifications:
5-8 years of B2B sales, consulting, or solution sales experience, with a demonstrated hunter profile - new logo and whitespace expansion, selling and closing complex solutions to enterprise/software companies at deal sizes ranging from single-digit millions to nine figures.
4+ years of experience selling LLM data, ML, or AI solutions to technical audiences (e.g., data engineers, data scientists, applied research teams).
Experience engaging the sourcing & data ops teams of named accounts (Google, Meta, Amazon, NVIDIA, OpenAI, xAI).
Comfort operating in ambiguity and rapidly shifting product/market conditions.
Track record of translating field learnings into structured assets (playbooks, battlecards, case studies) that other reps can pick up and use.
