Account Executive

Kelaca; New York (NY); On-site; USD 180,000 - 280,000; Full time

Job summary

Kelaca in New York, NY seeks an Enterprise Account Executive to lead the sales cycle for AI-driven Digital Workers into major pharmaceutical enterprises. You will own outbound origination, craft multi-threaded account strategies, navigate procurement, and close revenue in the enterprise space.

The role targets six- to seven-figure deals with $200k-$300k ACV and requires rigorous MEDDPICC discipline, self-sourced pipeline, and close collaboration with Value Engineering to prove ROI and secure

Qualifications

• $1.5M+ annual quota with 100% attainment in the last two years
• Experience selling native AI products into the pharmaceutical industry to executive buyers
• $200K+ ACV deal experience with multi-party procurement
• Ability to self-generate at least 50% of pipeline in current or prior role

Responsibilities

• Own the full enterprise sales cycle from outbound origination to closed-won revenue
• Sell six- and seven-figure deals to C-suite buyers at major pharmaceutical enterprises (ACV $200k-$300k)
• Apply MEDDPICC discipline on every deal
• Generate at least 50% of your own pipeline through outbound, events, and partner motions
• Collaborate with Value Engineering to build ROI cases and translate proof-of-value to commercial commitments

Skills

Enterprise sales

MEDDPICC

C-level engagement

Self-sourced pipeline

Job description

Enterprise Account Executive | AI Scale-Up | NYC / US East Coast

I'm partnered with an exciting AI scale up that sells "Digital Workers" into the commercial divisions of enterprise pharmaceutical businesses.

This is the third commercial hire on the ground in the US, as they look to expand their US presence following some really excellent traction.

Compensation:

$150–200K base,

Double OTE (12%, 16%, 20% commission),

Responsibilities:

• Own the full enterprise sales cycle: outbound origination, multi-threaded account strategy, procurement navigation, and closed-won revenue
• Selling six and seven figure deals to C-suite buyers at major pharmaceutical enterprises (ACV is $200,000 - $300,000)
• Apply rigorous MEDDPICC discipline on every deal
• Generate at least 50% of your own pipeline through targeted outbound, events, and partner-sourced motion (Snowflake, Google Cloud, AWS, IBM)
• Partner closely with Value Engineering to build ROI cases and ensure technical proof-of-value translates to commercial commitment

Mandatory Requirements:

• A consistent track record of $1.5M+ annual quota, (100% attainment required) attainment over the past two years coming from a scaling business (Series A or Series B)
• Enterprise sales experience, selling native AI products into the pharmaceutical industry to executive-level buyers (CFO, COO, CDO)
• Demonstrated $200K+ ACV deal experience with complex, multi-party procurement cycles (legal, security, procurement, IT)
• Proven ability to self-generate pipeline - at least 50% self-sourced in current or prior role

Preferred (Not Required)

• Fluency in MEDDPICC or equivalent qualification discipline (Force Management, MEDDIC, SPIN) - not textbook familiarity but daily practice

This is a rare chance to join a well funded AI company (raised up to $50m so far) early ahead of their Series B, with meaningful equity and uncapped earning potential.