Senior Account Executive, AI & Data Intelligence

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

📋 Description

• Drive Enterprise Growth

• Take ownership of acquiring new logos and expanding within a designated territory.

• Formulate and implement strategic account plans that uncover opportunities, stimulate pipeline growth, and enhance revenue generation.

• Lead intricate, multi-threaded enterprise sales processes from initial discovery to negotiation and closure.

• Establish trusted relationships with executive and technical stakeholders within customer organizations.

• Advise Customers on Data & AI Strategy

• Position Alation as the reliable foundation for data intelligence, governance, and AI implementation.

• Align customer business objectives with solutions across Data Catalog, Data Governance, Data Quality, Marketplace, and AI functionalities.

• Assist customers in articulating business cases that link trusted data initiatives to quantifiable business results.

• Act as a strategic advisor to Chief Data Officers, CIOs, analytics leaders, and AI stakeholders.

• Execute with Discipline

• Diligently manage pipeline, forecasting, and opportunity progression using MEDDPICC, Value Selling, or similar enterprise sales methodologies.

• Navigate procurement, security, legal, and executive buying processes within complex enterprise settings.

• Maintain precise forecasts and uphold strong pipeline discipline.

• Collaborate Across the Business

• Work closely with Deployment Strategists, Solution Engineering, Customer Success, Marketing, and Partner teams to provide outstanding customer experiences.

• Utilize relationships across cloud, AI, and data ecosystem partners to enhance customer value.

• Share market insights that influence product direction and go-to-market strategies.

• Embrace AI-Native Selling

• Utilize AI to enhance account research, prospecting, opportunity strategy, forecasting, and customer engagement.

• Continuously adopt new tools and best practices that boost productivity and improve customer outcomes.

⛳️ Requirements

• 8+ years of enterprise SaaS sales experience, demonstrating a successful track record of selling complex software to Fortune 1000 companies.

• Experience in selling data, analytics, AI, cloud, infrastructure, or related enterprise technologies.

• Proven success in managing complex, multi-stakeholder enterprise sales cycles and consistently surpassing sales quotas.

• Executive presence with the ability to engage CDOs, CIOs, analytics leaders, and business unit executives.

• Strong comprehension of enterprise data, governance, analytics, AI, or cloud ecosystems.

• Familiarity with enterprise sales methodologies such as MEDDPICC, Force Management, Command of the Message, or Value Selling.

• Capability to create strategic account plans and cultivate long-term executive relationships.

• Collaborative attitude with experience working across technical, customer success, and partner organizations.

• A keen interest in AI and a readiness to leverage AI tools to enhance sales effectiveness.

• Bachelor's degree or equivalent practical experience.

🏝️ Benefits

• Competitive compensation and health benefits, including commuter perks.

• Flexible time off to rest and rejuvenate.

• Ongoing learning, enrichment, and development opportunities.