Enterprise Account Executive

Enterprise Account Executive

This role is focused on driving new enterprise business in the rapidly evolving AI and data infrastructure market. You will own a broad territory, build a largely self-sourced pipeline, and identify organizations where data access, real-time context, retrieval, memory, or scale creates business challenges. As a true new-logo hunter, you will engage prospects early, develop compelling customer-specific points of view, and create urgency around technical and business needs.

You will work with executives, technical teams, security stakeholders, procurement, and partners to navigate complex enterprise buying processes. The role combines consultative selling, technical curiosity, rigorous deal management, and the ability to translate complex challenges into measurable business outcomes. You will also collaborate with technical specialists to validate solutions and establish initial production workloads. Success will be measured through pipeline creation, new-logo acquisition, quota attainment, conversion, and disciplined execution across the full enterprise sales cycle.

Accountabilities:

You will own the end-to-end new-customer acquisition process, from territory planning and prospecting through technical validation, negotiation, and close, while developing strong relationships across complex enterprise buying groups.

• Build and execute a territory strategy focused on acquiring net-new enterprise customers.
• Develop pipeline through proactive outbound prospecting, account-based selling, partner engagement, and market-education initiatives.
• Research target accounts, develop account hypotheses, map buying centers, and create tailored points of view that generate relevant first meetings.
• Engage executive, business, technical, security, procurement, and other key stakeholders throughout the sales cycle.
• Lead business-focused discovery and connect AI and data challenges to measurable business objectives.
• Develop quantified ROI, TCO, and operational-impact cases to support customer investment decisions.
• Build champions, multi-thread buying groups, secure executive and economic-buyer access, and maintain stakeholder alignment.
• Own stakeholder plans, mutual action plans, close plans, value cases, stage gates, forecasts, and commercial outcomes.
• Lead complex enterprise sales cycles through technical validation, security reviews, legal, procurement, negotiation, and closing.
• Partner with Solutions and Forward Deployment Engineers and cross-functional teams to validate technical fit and establish initial production workloads.
• Manage competitive displacement opportunities while maintaining strong CRM hygiene, qualification discipline, forecasting accuracy, and opportunity management.
• Track and communicate key performance indicators including pipeline created, meetings, conversion, quota attainment, and new-logo performance.
• Use AI and research tools productively and responsibly, applying sound judgment and distinguishing validated facts from hypotheses.
• Travel within the assigned territory as needed.

Requirements:

• 5+ years of quota-carrying B2B enterprise software sales experience, preferably selling to large or technically sophisticated organizations.
• Experience in data, cloud, analytics, AI, or adjacent technical markets is a plus.
• Demonstrated and quantified quota success, including ownership of new-logo wins and self-sourced pipeline.
• Experience closing complex deals involving executives, technical evaluators, security, legal, finance, procurement, and partners.
• Ability to sell measurable business outcomes and develop compelling ROI, TCO, or operational-impact cases.
• Technical fluency in areas such as databases, data infrastructure, analytics, AI/ML, cloud, Kubernetes, developer tools,…