Enterprise Account Executive

Overview

You're selling an AI agent platform that automates revenue workflows across sales, marketing, and customer success teams. Your buyers are VPs of Sales, CROs, and RevOps leaders at mid-market to enterprise companies. You're running full-cycle enterprise deals from first conversation through contract signature, with a product that's both proven (8-figure ARR) and evolving (major launch incoming).

Role Snapshot

Company Context

Stage: Series B+ ($50M+ raised, 8-figure ARR suggests $10M-50M ARR range)

Size: Likely 50-150 employees based on funding and ARR

Growth: Actively scaling enterprise team ahead of major product launch - signal of aggressive growth targets

Market Position: Operating in hot AI automation category; competing against both point solutions and broader workflow platforms

GTM Reality

Pipeline Sources:

• 40% Inbound - Mix of website demos, product-led signups from smaller teams trying to expand, conference leads. Quality varies; you'll qualify heavily.
• 40% Outbound - You're building your own target account list and running multi-threaded outreach. Expect to spend significant time on LinkedIn, personalized emails, and working referrals.
• 20% Expansion/Referrals - Existing customer upsells and references from closed deals.

SDR/AE Structure: Likely some SDR support for inbound qualification, but enterprise AEs typically self-source 50%+ of pipeline. With 2 AE openings, they're building out the team - expect scrappier support initially.

SE Support: Given AI/technical product and enterprise deal size, likely dedicated or pooled SE support for demos and technical validation, but you'll need to run discovery and initial demos yourself.

Competitive Landscape

Main Competitors: Likely competing against Salesforce Einstein, 6sense, Clari, Gong workflow features, plus emerging AI agent platforms. Also fighting "build it ourselves" from engineering-heavy prospects.

How They Differentiate: AI agents that execute (not just recommend) - automation across multiple revenue functions rather than point solution. New product launch suggests expanded capabilities or new use cases.

Common Objections:

• "We're already using [Salesforce/HubSpot] for automation"
• "Our data isn't clean enough for AI"
• "We need to see this work for 6 months before committing"
• Security/compliance concerns with AI agents accessing customer data

Win Themes: ROI on revenue team efficiency, demonstrated AI capabilities, cross-functional platform vs point solutions.

What You'll Actually Do

Time Breakdown

Prospecting/Pipeline Building (30%) | Active Deal Management (45%) | Internal/Admin (25%)

Key Activities

• Account Research & Outreach: You're identifying target accounts, mapping org charts, and running personalized outbound sequences. Expect 15-20 hours/week on prospecting when pipeline is light. You're looking for companies with 500+ employees, mature sales/CS orgs, and revenue team pain points.

• Discovery & Demo Cycles: Multi-call discovery with RevOps, Sales Ops, sometimes IT/Security. You're uncovering workflow inefficiencies, data integration needs, and building business cases. Demos are technical - you need to understand their current stack and how AI agents would integrate.

• Navigating Buying Committees: Deals involve 6-8 stakeholders. You're coordinating with VP Sales (user champion), CRO (budget), IT/Security (technical validation), Procurement (contracts), Legal (data privacy). Lots of internal selling on the prospect's side.

• Deal Progression & Slippage Management: You're chasing people for next steps, managing POC logistics, responding to security questionnaires, adjusting proposals based on scope creep. Most deals slip at least one quarter. You'll have 12-18 active opportunities at various stages.

The Honest Reality

What's Hard

• Long, unpredictable cycles: 4-6 months average means lots can change - budget freezes, champion leaves, priorities shift. You'll lose deals at the 90% mark. With major product launch coming, you're also selling futures/roadmap to some extent.

• Technical selling in crowded space: Buyers are drowning in AI pitches. You need to deeply understand their workflows, integrations, and current tools. Surface-level discovery loses to competitors. Half your time is educating on what AI agents can actually do vs hype.

• Startup environment friction: In-office 5 days/week in SF. Processes are still forming - CRM hygiene, sales collateral, competitive intel will be inconsistent. You're building the enterprise playbook as you go. Major product launch = pitch evolution mid-flight.

What Success Looks Like

• Closing 6-8 enterprise deals per year at $200-300K ACV average (smaller logo deals to fill quota gaps)
• Maintaining $3-4M pipeline (3x+ coverage given enterprise close rates)
• Converting 15-20% of qualified opportunities over 12+ month period

Who You're Selling To

Primary Buyers:

• VP Sales / CRO (economic buyer, cares about team productivity and revenue outcomes)
• VP Revenue Operations / Sales Ops (champion/user, cares about workflow automation and data quality)
• VP Customer Success (if platform spans post-sale, cares about retention/expansion efficiency)

What They Care About:

• ROI on revenue team time - "Can this eliminate 10 hours/week of manual work?"
• Integration with existing stack - Salesforce, Outreach, Gong, data warehouse
• Data security and AI model transparency - where does data go, how are agents trained
• Proof this works at scale - case studies from similar companies, metrics on automation accuracy
• Change management - will their teams actually adopt AI agents or fight them

Requirements

• 5+ years closing experience in B2B SaaS or tech sales
• 2+ years specifically closing enterprise deals ($100K+ ACV)
• Track record navigating complex, multi-stakeholder sales cycles
• Interest or experience selling AI/ML products (need to credibly discuss AI capabilities and limitations)
• Comfort in startup environments - building processes, adapting to product changes, in-office collaboration
• Based in or willing to relocate to San Francisco Bay Area for in-office role
• Ability to self-source pipeline and run outbound prospecting campaigns
• Experience selling to revenue leaders (Sales, Marketing, CS) preferred