Senior Account Executive – SF, CA

Senior Account Executive who can own strategic AI adoption across Mid-Market and Enterprise accounts, drive the full sales cycle from first meeting through multi-year expansion, generate 50%+ self-sourced pipeline, navigate complex technical and executive buying committees, and sell AI platform value into organizations evaluating tools such as Claude, ChatGPT, Cursor, and broader enterprise AI workflows.

Responsibilities

• Own the full sales cycle for Mid-Market and Enterprise accounts from first meeting through close and expansion
• Proactively identify and engage target accounts through strategic outbound hunting
• Generate 50%+ of pipeline through self-sourced outbound efforts
• Identify, qualify, and close new business targeting VP and C-level decision-makers
• Manage 25–30 active opportunities with deal sizes of $50K–$300K+ ARR
• Run 1–3 month sales cycles with strong deal control and urgency
• Build multi-threaded relationships using MEDDPICC or Challenger methodology
• Lead discovery, demos, ROI-focused business reviews, and executive alignment
• Navigate technical evaluations with CTOs, CISOs, VP Engineering, and technical buying teams
• Explain architecture, security, APIs, and integration value to technical and non-technical stakeholders
• Advise organizations on efficient AI adoption across Claude, ChatGPT, Cursor, and other AI platforms
• Identify and execute upsell/cross-sell opportunities
• Build multi-year account expansion roadmaps
• Maintain 90%+ forecast accuracy and deliver weekly pipeline reviews
• Iterate sales playbooks to improve conversion and enterprise adoption

Required Skills

• 5–7 years of full-cycle SaaS sales experience
• 2+ years selling into Enterprise and/or Mid-Market accounts with $50K+ ACV
• Verifiable $1M+ annual quota attainment
• Experience managing deal sizes of $50K–$300K+ ARR
• Strong hunter mentality and ability to self-source 50%+ of pipeline
• Experience selling to VP, C-level, and executive buyers
• Strong consultative selling and value-based selling ability
• Experience with negotiation and contract structuring
• Technical fluency with architecture, security, APIs, and integration patterns
• Comfort selling to technical buyers including CTOs, CISOs, and VP Engineering
• Hands-on AI fluency beyond basic chat tools
• Strong understanding of the enterprise AI landscape
• Ability to position an AI platform within a broader enterprise AI strategy
• High ownership, competitiveness, and self-motivation
• Comfort operating in ambiguity and balancing short-term wins with long-term account growth

Preferred Skills

• Experience at a Series A/B/C SaaS startup
• Familiarity with enterprise AI competitive positioning
• Existing relationships with Mid-Market and Enterprise B2B SaaS accounts
• Experience selling platform or multi-product solutions
• Experience using MEDDPICC or Challenger sales methodology
• Experience selling AI tools, technical platforms, developer tools, or enterprise productivity software