Sales Leader – Native-AI Practice

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

📋 Description

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

• Develop and manage a focused pipeline of strategic enterprise prospects

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

• Create account strategies targeting organizations with substantial AI transformation potential

• Generate opportunities through outreach, executive networks, OpenAI collaborations, partnerships, events, AI Build Days, and joint go-to-market initiatives

• Take ownership of the commercial sales cycle from initial prospecting to signed SOW

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

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

• Direct commercial strategy, proposals, negotiations, and deal closures

• Propel opportunities toward funded implementation and production engagements

• Cultivate relationships within OpenAI’s commercial and partner organizations

• Collaborate with OpenAI account teams to target strategic enterprise accounts

• Convert OpenAI customer demand into Blend services and implementation prospects

• Establish Blend as a reliable services and delivery partner for enterprise OpenAI adoption

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

• Mobilize AI engineers, FDEs, solution architects, delivery leaders, and industry SMEs around qualified opportunities

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

• Coordinate executives from Blend, OpenAI, and clients to expedite decisions and eliminate obstacles

• Maintain ownership of deal strategies, next steps, decision-makers, and closing plans

• Carry an individual quota for net-new bookings

• Maintain approximately 3–4x qualified pipeline coverage to meet quota

• Oversee forecasting, pipeline management, and opportunity advancement

• Ensure accurate opportunity tracking and OpenAI attribution in HubSpot

• Develop a repeatable commercial playbook for converting OpenAI-related demand into Blend revenue

⛳️ Requirements

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

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

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

• Demonstrated ability to originate and close complex enterprise opportunities

• Experience in selling technology, consulting, or transformation projects ranging from $500K to $5M+

• Background 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

• Capability to translate technical AI functionalities into business value, ROI, and funded initiatives

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

• Comfort in building commercial strategies rather than managing an established book of business

• Located in or willing to relocate to the San Francisco Bay Area

• Existing connections within OpenAI or the broader generative AI ecosystem are highly desirable

• Preferred experience in selling AI/ML, data, cloud, or AI consulting services

• Experience with partner-led or co-selling strategies involving OpenAI, AWS, Microsoft, Google Cloud, Snowflake, Databricks, or similar platforms is strongly preferred

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

• 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

• Additional commission