Scale Growth Account Executive, AI Native
Own expansion and renewal sales across a portfolio of strategic AI-native startup customers, advising founders and technical executives while driving adoption, retention, and revenue growth. Requires 12+ years in complex sales or account management and strong knowledge of AI and usage-based products.
About the job
Responsibilities
- Drive revenue growth through strategic account expansion and renewals across a focused portfolio of approximately 6–8 strategic AI-native startup customers.
- Own the full sales cycle for upsell and renewal opportunities while maintaining strong retention.
- Build trusted relationships with founders, board members, executive stakeholders, CTOs, VP Engineering leaders, and Heads of AI.
- Lead strategic account planning, executive business reviews, health checks, usage and forecast reviews, and renewal negotiations.
- Identify new use cases, workloads, and products that expand customers’ AI capabilities.
- Navigate complex, multi-stakeholder commercial conversations and competitive evaluations in partnership with Applied AI and product teams.
- Gather customer feedback and communicate market needs to inform the product roadmap.
- Develop account strategies aligned with customer business objectives.
- Identify and mitigate retention and competitive risks while maintaining customer satisfaction.
Requirements
- 12+ years of experience in sales or account management, with a record of growing large, complex accounts and exceeding retention and expansion targets.
- Experience advising founders and executives at fast-scaling startups.
- Experience managing complex, multi-stakeholder sales cycles, working with technical stakeholders, and negotiating strategic deals.
- Strong presentation, communication, and executive relationship-management skills.
- Analytical and creative approach to understanding customer needs, usage, and expansion opportunities.
- Experience running executive business reviews and managing executive relationships.
- Track record of meeting or exceeding quota in fast-paced environments.
- Passion for emerging technologies such as AI and their safe, responsible development.
- Bachelor’s degree or equivalent combination of education, training, and experience.
Nice-to-haves
- Experience selling or expanding usage- or consumption-based API, infrastructure, or developer-platform products.
- Experience selling to technical founders, CTOs, and engineering leaders at AI-native or developer-first companies.
- Fluency in the LLM and AI market, including model providers, capabilities, pricing models, and evaluation and switching considerations.
- Experience structuring usage commitments, multi-year terms, and enterprise contracts with fast-growing customers.
Compensation
- Annual on-target earnings range: $290,000–$380,000 USD
Skills
Account Management, Strategic Selling, Salesforce, Executive Relationships, Account Planning, Renewals, Upselling, Quota Management, Usage-Based Pricing, Api Products, Infrastructure Products, LLMs, AI, Enterprise Contracts, Forecasting
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