Enterprise Account Executive

Enterprise AI | Account ExecutivePosition Overview

We are seeking a highly skilled Account Executive to join our AI Solutions Sales team. In this role, you will work directly with operators, technical teams, and executive leadership to deploy autonomous AI agents that transform core operational workflows. You will lead complex, consultative sales cycles that require deep discovery, problem mapping, and the ability to navigate large, multi-layered organizations.

You will partner closely with customers to understand their operational challenges, design agent-driven solutions, and guide them through the evaluation and adoption of AI-powered workflows. You will also collaborate with our product and engineering teams to shape how agents are deployed, improved, and expanded across customer environments.

Key Responsibilities

• Own the sales cycle : Run discovery, qualification, multi-threading, scoping, and negotiation end-to-end; build strong executive and operator-level relationships.
• Enterprise discovery : Lead structured workflow mapping across safety, compliance, dispatch, maintenance, and ops; translate fragmented processes into clear automation opportunities.
• Evaluation design : Shape customer evaluations with clear criteria, timelines, success metrics, and stakeholder sequencing; keep cycles predictable and moving forward.
• Value articulation : Build ROI models rooted in workflow time studies, operational KPIs, and risk reduction; present business cases to senior leadership.
• Pipeline leadership : Build, prioritize, and advance a high-quality pipeline across mid-market and enterprise accounts; forecast accurately; maintain disciplined CRM hygiene.
• Discovery excellence : Run structured discovery to surface operational pain, workflow breakdowns, and measurable business impact; separate signal from noise and define clear evaluation paths.
• Strategic qualification : Assess budget, authority, urgency, technical viability, and cross-functional support; identify blockers early and shape deals around true economic buyers.
• Account mapping : Build dynamic account maps identifying champions, influencers, blockers, and executive sponsors; understand internal politics and navigate multi-department complexity.
• Deal strategy : Develop structured opportunity strategies with stakeholder sequencing, mutual success plans, and clear commercial milestones; drive momentum with crisp next-step discipline.
• Agentic framing : Explain autonomous AI agents (task ownership, guardrails, exception handling, memory, auditability) in simple, credible terms for operators and executives.
• Commercial orchestration : Structure proposals, pilots, packaging, and pricing aligned to customer value; support negotiations, SOW drafting, and executive reviews.
• Stakeholder alignment : Multi-thread across Operations, Safety, Compliance, Dispatch, IT, and Finance; ensure all functions are aligned on value, outcomes, and success criteria.
• Expansion motion : Identify new agent opportunities, drive account penetration, and support quarterly executive reviews alongside leadership.

Required Skills & Experience

Preferred Qualifications

What You’ll Bring

What We Offer

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