Sales Leader – Native-AI Practice

This is a fully remote position, open to applicants in California.

📋 Description

• Drive the acquisition of new customers for Blend’s Native-AI practice throughout North America.

• Build and manage a focused pipeline of strategic enterprise prospects.

• Initiate new accounts and cultivate relationships with senior executives in business and technology.

• Develop account strategies for organizations poised for significant AI transformation.

• Generate opportunities through direct outreach, executive networking, partnerships with OpenAI, industry events, AI Build Days, and collaborative go-to-market initiatives.

• Oversee the commercial sales cycle from initial prospecting to signed Statement of Work (SOW).

• Identify and assess high-value OpenAI use cases with credible buyers, strong business cases, and available funding.

• Navigate complex enterprise purchasing processes involving business, technology, procurement, legal, security, and executive stakeholders.

• Lead the commercial strategy, proposals, negotiations, and deal closures.

• Propel opportunities toward funded implementations and production engagements.

• Cultivate relationships within OpenAI’s commercial and partner organizations.

• Collaborate with OpenAI account teams to jointly target strategic enterprise accounts.

• Translate OpenAI customer demand into service and implementation opportunities for Blend.

• Position Blend as a trusted partner for enterprise OpenAI adoption in service delivery.

• Establish repeatable joint account development and co-selling strategies with Blend’s partnerships team.

• Mobilize Blend AI engineers, FDEs, solution architects, delivery leaders, and industry subject matter experts around qualified opportunities.

• Convert customer interest into discovery sessions, workshops, AI Build Days, prototypes, and funded production engagements.

• Coordinate executives from Blend, OpenAI, and customers to expedite decision-making and eliminate obstacles.

• Maintain accountability for deal strategy, next steps, key decision-makers, and closing plans.

• Carry an individual quota for net-new bookings.

• Maintain approximately 3–4 times qualified pipeline coverage relative to quota.

• Own the forecasting process, pipeline discipline, and opportunity progression.

• Ensure accurate opportunity tracking and OpenAI attribution in HubSpot.

• Develop a repeatable commercial playbook to convert OpenAI-related demand into revenue for Blend.

⛳️ Requirements

• 8–12+ years of experience in enterprise technology, AI, cloud, data, digital transformation, or consulting sales.

• Proven success in acquiring new Fortune 1000 or large enterprise customers.

• History of meeting and exceeding multimillion-dollar annual sales quotas.

• Demonstrated ability to personally originate and finalize complex enterprise opportunities.

• Experience selling technology, consulting, or transformation engagements valued between $500K and $5M+.

• Expertise in selling to CIOs, CTOs, CDOs, Heads of AI, business unit leaders, and other senior executives.

• Strong commercial discipline in prospecting, qualification, account strategy, forecasting, negotiation, and closing.

• Ability to articulate technical AI capabilities as business value, ROI, and funded initiatives.

• Technical fluency in discussing generative AI use cases, APIs, data security, architecture, and enterprise deployment considerations.

• Comfortable working in a dynamic environment and establishing a commercial motion rather than inheriting an existing book of business.

• Based in or willing to relocate to the San Francisco Bay Area.

• Existing relationships within OpenAI or the broader generative AI ecosystem are highly preferred.

• Strong preference for candidates with experience selling AI/ML, data, cloud, or AI consulting services.

• Preferred experience with partner-led or co-selling initiatives involving OpenAI, AWS, Microsoft, Google Cloud, Snowflake, Databricks, or similar technology platforms.

• A robust network of enterprise technology and business buyers across North America is highly preferred.

• Preferred experience in converting prototypes, workshops, or proofs-of-concept into larger production programs.

🏝️ Benefits

• Medical, dental, and vision coverage.

• 401(k) plan.

• Paid time off.

• Paid holidays.

• Commuter benefits.

• Flexible spending accounts.

• Life and disability insurance.

• Employee assistance programs.