The Principal Enterprise Account Executive is a net new business hunter role that will report into the VP of Enterprise Sales for our Scale Generative AI Platform Business, and will be responsible for growing Scale’s market share within the Enterprise Vertical. Scale’s Enterprise Go-To-Market team is responsible for selling into Global 2000 organizations that are investing in Generative AI use cases and applications across their business. Our Ideal Customer Profile spans across technical and business stakeholders in major financial services, insurance, telco, airline, B2B tech, legal, and retail organizations. This is a highly technical role that requires:
- A deep understanding of AI and data and the ability to articulate technical concepts in simple, precise language
- Experience running multi-threaded enterprise sales cycles to technical and business audiences audiences at the executive level
- Successfully breaking into new accounts whilst growing existing accounts
- Working cross functionally with Executive Leadership, Product, Marketing, Legal, Finance, Operations, and Compliance to ensure customer success
- Ability to earn trust and develop close relationships with key decision makers and influencers within accounts
You will:
- Work closely with the VP of GTM on the overall revenue strategy for your account(s). Be responsible for mapping use cases to platform and consumption revenue across your book of business and named accounts
- Develop relationships with key Executives within accounts focusing on the CEO
- Use a solution approach and create value for customers, articulating clear ROI against their investment with Scale
- Orchestrate and work with teams cross-functionally to maximize the impact on your book of business
- Build value with all engagements to promote successful negotiations to close
- Drive very high degrees of client satisfaction as witnessed through continued partnership and growth.
Ideally you’d have:
- 7+ years of enterprise sales experience, and 10+ years of sales experience in complex environments
- Experience defining requirements and building strategies to effectively scale revenue through early product development
- A track record of personally selling and closing complex solutions to enterprises in the deal size of $500K to $5M+
- 3+ years of experience selling deeply technical products to technical audiences (ML engineers, data scientists, data engineers)
- Experience selling both to business and technical audiences simultaneously
- Demonstrated success by achieving quota on a consistent basis.
- Ability to drive the sales process from prospecting, to qualifying new prospects, to managing deals to closure.
- Passion for what you do and the creativity and willingness to think outside of the box
- Strong sales process skills and systems skills (Salesforce, Outreach, Clari, Gong)
- Demonstrated ability to develop strong consultative relationships with external partners and internal cross-functional teams at all levels. Experience with creating, developing, and communicating executive level materials.
