Enterprise Account Executive - Santa Clara, CA

Enterprise Account Executive

Role Overview:

As an Account Executive (AE), you will own the full sales cycle—from outbound prospecting and discovery through close. You will partner closely with leadership, product, and engineering teams to shape go-to-market strategies, scale our sales motions, and influence the product roadmap with customer feedback.

Key Responsibilities:

• Drive net new revenue by owning and executing full sales cycles for enterprise and mid-market prospects.
• Deliver tailored product demos, adapting to technical and non-technical audiences, and show the value of our AI capabilities.
• Lead discovery conversations to understand business objectives, technical architectures, integration challenges, and KPIs.
• Develop persuasive business cases, ROI models, and proposals that marry technical feasibility with business value.
• Negotiate pricing and contract terms, navigate procurement and legal review processes.
• Maintain a healthy pipeline, forecast revenue, and consistently hit quota.
• Serve as the voice of the customer internally, collecting feedback, use cases, and objection signals to inform product and marketing teams.
• Partner with marketing, customer success, and post-sales teams to ensure smooth onboarding, adoption, and expansion.

Qualifications:

• 5+ years in a quota-carrying Account Executive or enterprise sales role; preferably in AI, data, or B2B software.
• Demonstrated success closing complex, multi-stakeholder deals (ideally involving technical buyers).
• Strong technical fluency, with the ability to understand and discuss integrations, APIs, architecture, and AI/ML tradeoffs.
• Experience leading demos and presentations with both technical and non-technical stakeholders
• Excellent communication, negotiation, and storytelling skills.
• Self-starter mindset—able to work in ambiguity, build processes, and iterate as we scale.
• Experience in an early-stage or high-growth environment is a plus.