Principal Enterprise Account Executive

Scale AI, Inc.
$500K to $5M+li li3+ years of experience selling deeply technical products to technical audiences (ML engineers, data scientists, data engineers)li liExperience selling both to business and technical audiences simultaneouslyli liDonstrated success by achi
United States, New York, New York
Nov 15, 2024
The Principal Enterprise Account Executive is a net new business hunter role that will report into the VP of Enterprise Sales for our Scale Generative AI Platform Business, and will be responsible for growing Scale's market share within the Enterprise Vertical. Scale's Enterprise Go-To-Market team is responsible for selling into Global 2000 organizations that are investing in Generative AI use cases and applications across their business. Our Ideal Customer Profile spans across technical and business stakeholders in major financial services, insurance, telco, airline, B2B tech, legal, and retail organizations. This is a highly technical role that requires: A deep understanding of AI and data and the ability to articulate technical concepts in simple, precise language Experience running multi-threaded enterprise sales cycles to technical and business audiences audiences at the executive level Successfully breaking into new accounts whilst growing existing accounts Working cross functionally with Executive Leadership, Product, Marketing, Legal, Finance, Operations, and Compliance to ensure customer success Ability to earn trust and develop close relationships with key decision makers and influencers within accounts You will: Work closely with the VP of GTM on the overall revenue strategy for your account(s). Be responsible for mapping use cases to platform and consumption revenue across your book of business and named accounts Develop relationships with key Executives within accounts focusing on the CEO Use a solution approach and create value for customers, articulating clear ROI against their investment with Scale Orchestrate and work with teams cross-functionally to maximize the impact on your book of business Build value with all engagements to promote successful negotiations to close Drive very high degrees of client satisfaction as witnessed through continued partnership and growth. Ideally you'd have: 7+ years of enterprise sales experience, and 10+ years of sales experience in complex environments Experience defining requirements and building strategies to effectively scale revenue through early product development A track record of personally selling and closing complex solutions to enterprises in the deal size of $500K to $5M+ 3+ years of experience selling deeply technical products to technical audiences (ML engineers, data scientists, data engineers) Experience selling both to business and technical audiences simultaneously Demonstrated success by achieving quota on a consistent basis. Ability to drive the sales process from prospecting, to qualifying new prospects, to managing deals to closure. Passion for what you do and the creativity and willingness to think outside of the box Strong sales process skills and systems skills (Salesforce, Outreach, Clari, Gong) Demonstrated ability to develop strong consultative relationships with external partners and internal cross-functional teams at all levels. Experience with creating, developing, and communicating executive level materials. Compensation packages at Scale for eligible roles include base salary, equity, and benefits. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position, determined by work location and additional factors, including job-related skills, experience, interview performance, and relevant education or training. Scale employees in eligible roles are also granted equity based compensation, subject to Board of Director approval. Your recruiter can share more about the specific salary range for your preferred location during the hiring process, and confirm whether the hired role will be eligible for equity grant. You'll also receive benefits including, but not limited to: Comprehensive health, dental and vision coverage, retirement benefits, a learning and development stipend, and generous PTO. Additionally, this role may be eligible for additional benefits such as a commuter stipend. Please reference the job posting's subtitle for where this position will be located. For pay transparency purposes, the base salary range for this full-time position in the locations of San Francisco, New York, Seattle is: $164,000 — $205,000 USD *PLEASE NOTE:*Our policy requires a 90-day waiting period before reconsidering candidates for the same role. This allows us to ensure a fair and thorough evaluation of all applicants. About Us: At Scale, we believe that the transition from traditional software to AI is one of the most important shifts of our time. Our mission is to make that happen faster across every industry, and our team is transforming how organizations build and deploy AI. Our products power the world's most advanced LLMs, generative models, and computer vision models. We are trusted by generative AI companies such as OpenAI, Meta, and Microsoft, government agencies like the U.S. Army and U.S. Air Force, and enterprises including GM and Accenture. We are expanding our team to accelerate the development of AI applications. We believe that everyone should be able to bring their whole selves to work, which is why we are proud to be an affirmative action employer and inclusive and equal opportunity workplace. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability status, gender identity or Veteran status. We are committed to working with and providing reasonable accommodations to applicants with physical and mental disabilities. If you need assistance and/or a reasonable accommodation in the application or recruiting process due to a disability, please contact us at accommodations@scale.com. Please see the United States Department of Labor's Know Your Rights poster for additional information. We comply with the United States Department of Labor's Pay Transparency provision. PLEASE NOTE: We collect, retain and use personal data for our professional business purposes, including notifying you of job opportunities that may be of interest and sharing with our affiliates. We limit the personal data we collect to that which we believe is appropriate and necessary to manage applicants' needs, provide our services, and comply with applicable laws. Any information we collect in connection with your application will be treated in accordance with our internal policies and programs designed to protect personal data. Please see our privacy policy for additional information.