Enterprise Account Executive

Enterprise Account Executive

The training data lifecycle is complex - the journey from data collection to delivery is resource-heavy and time‑consuming. In the ever‑changing world of AI, Sama's vision is to be a partner in managing the complete ML lifecycle. Today we focus on data annotation, and validation, fine‑tuning and model evaluation for companies like Google, Microsoft, and Nasa building state‑of‑the‑art AI. As a Forbes Top 50 AI company to watch, we are the only AI company certified as a B‑Corp to continue to build on our social mission to "give work."

• Be responsible for the full sales cycle, from prospecting to close; analyzing, building and managing a sales pipeline with a highly complex and technical, multi‑stakeholder sales process.
• Become a strong solutions seller with depth in Generative AI and Computer Vision, and understand the ML lifecycle from start to finish.
• Deep dive into clients' and prospects' ecosystems and communities :
  Attend conferences, join forums, host webinars and marketing events, and leverage social media to show thought leadership.
• Own a $1-$2M annual quota focused on net‑new revenue across AI platform subscriptions, services, and pilots.
• Consistently deliver 100-120%+ attainment on quarterly bookings targets.
• Build and maintain 3x pipeline coverage through strategic outbound prospecting, AI use‑case targeting, and cross‑functional support.
• Manage 30-40 active deals per quarter, progressing through technical evaluation, procurement, and legal stages.
• Lead 610 qualified discovery calls per week, tailoring outreach to business and technical buyers (VPs of Data, AI, Engineering).
• Conduct compelling discovery and scoping calls often in collaboration with solutions engineers, showcasing measurable value (e.g., data quality).
• Accelerate sales velocity : average sales cycle.
• 25% on sales‑qualified opportunities by positioning differentiated capabilities (e.g., human‑in‑the‑loop annotation, foundation model fine‑tuning, GenAI pipelines).
• Work closely with Solutions to craft proposals.
• Use Salesforce and Gong to track funnel health, improve conversion at each stage, and forecast revenue within 10% accuracy.

• Exposure to enterprise AI environments (e.g., computer vision, natural language processing, foundation models)
• Experience using or selling into AI infrastructure providers (e.g., AWS, Azure ML, Databricks, Scale AI, Labelbox)
• Familiarity with sales methodologies like MEDDIC or Challenger

• 37 years of quota‑carrying B2B sales experience, with at least 12 years selling AI / ML, data platforms, or analytics solutions in Enterprise environments
• Proven track record of meeting or exceeding quota in a high‑velocity or enterprise sales environment
• Familiarity with AI / ML buyer personas and use cases such as model training, data labeling, synthetic data, LLM evaluation, or AI governance
• Excellent communication and storytelling skills with ability to engage technical and business stakeholders alike
• Proficiency with Salesforce, Linked In Sales Navigator, and sales enablement platforms (e.g., Gong)
• Understanding of AI procurement dynamics including pilots, data privacy, IP rights, and technical validation cycles
• Previous experience selling a complex solution to technical buyers in one of our key sectors is preferred.

• Growth‑oriented while able to have fun at the same time
• Genuine interest in learning about new technologies - especially AI and generative AI
• Deep commitment to building an ethical, world‑class company with technology at its core
• Ability to navigate a fast‑paced environment with a high level of ambiguity
• Startup experience preferred
• Familiarity with sales methodologies like MEDDIC or Challenger
• You embody our Sama values, exemplifying Grit, Integrity, Get things done (GTD), and Humanity

Sama provides high‑quality training data that powers AI technology for Fortune 2000 companies such as Google, Walmart, Ford, Microsoft, and Marriott. We're experts in data annotation, supporting text, 2D, 3D image, video, and sensor data for machine learning algorithms and generative AI models. Sama offers the highest…