Account Executive
Account Executives at AI companies own named customer relationships and drive revenue across the full sales cycle—prospecting, discovery, negotiation, renewal, and expansion. The day-to-day is classical enterprise sales: running discovery against multi-stakeholder buying committees, building executive relationships, navigating procurement and security reviews, and managing pipeline against quota. What distinguishes selling at AI companies is not a different sales motion—buyers still evaluate against business outcomes—but the category being sold and the pace at which product capabilities evolve, requiring working fluency in the product without owning the technical evaluation. These roles sit within enterprise or mid-market sales teams, partnering with solutions engineers on technical work and customer success on post-sale adoption.
Skills
What companies are looking for in this role.
Managing full-cycle enterprise sales from prospecting through contract closure and renewal
Identifying and qualifying new business opportunities through outbound prospecting and inbound lead management
Building and maintaining strategic relationships with C-level executives and multi-stakeholder buying committees
Managing existing customer expansion, upselling, and renewal cycles to maximize account retention and net revenue growth
Translating complex technical product capabilities into clear business value propositions for customer audiences
Conducting discovery conversations to deeply understand customer business challenges and priorities
Collaborating cross-functionally with solutions engineering, product, and customer success teams to deliver customer value
Developing and executing territory strategy and account plans to drive revenue growth
Executing consultative, value-based selling methodologies to compress sales cycles and build customer trust
Identifying and prioritizing high-value customer segments and market opportunities for focused engagement
Navigating complex procurement processes and multi-stakeholder negotiations in enterprise buying environments
Maintaining accurate pipeline forecasting and sales activity tracking in customer relationship management systems
Conducting product demonstrations and proof-of-concept engagements to validate customer needs and solution fit
Managing complex, multi-year sales cycles with extended evaluation and decision-making processes
Understanding and staying current with rapidly evolving product landscapes and competitive market dynamics
Educating customers on emerging technologies and how organizational transformation can drive business outcomes
Selling AI infrastructure and agent-based solutions to technical and business stakeholders
Leveraging artificial intelligence tools and capabilities to enhance sales productivity and customer engagement
Demonstrating ownership and accountability for sales targets, quota attainment, and business outcomes
Operating with high velocity and adaptability in dynamic, fast-paced selling environments
Communicating effectively across written, verbal, and visual formats for both customer and internal audiences
Building collaborative relationships and partnering effectively with colleagues across sales, product, and customer-facing teams
Establishing credibility and trust with buyers through deep product knowledge and solution expertise
Adapting sales approach and messaging for different buyer personas and organizational contexts
Surfacing customer feedback and market insights to inform product strategy and go-to-market positioning
Technology
The tools and technologies that define this role.
Open Jobs
687 open Account Executive jobs across 75 companies.
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