Account Executive (AE)

Vectara; United States; Hybrid; USD 120,000 - 180,000; Full time

Benefits offered by this job

Medical, Dental, Vision

HSA or FSA

PTO + holidays

Professional development

Team events

Job summary

Vectara is seeking an Enterprise Account Executive to own the full sales cycle for complex AI/ML platforms. You will identify, pursue and close opportunities in large enterprise accounts, collaborating with engineering and security teams and guiding buyers from discovery to contract.

You will build target lists, create outbound sequences, and generate pipeline through hustle and strategic outreach. Travel to key markets is expected in this distributed team.

Qualifications

• Sell into technically complex buyers (AI/ML, data infra, cloud, security).
• Proven track record of exceeding quota in low-brand environments.
• Experience selling to IT, security, and business stakeholders.
• Comfortable engaging with C-suite and VP-level leaders.
• Willing to travel to key markets; distributed team.

Responsibilities

• Own the full sales cycle from prospecting to contract.
• Develop territory, create outbound sequences, and build pipeline.
• Develop deep platform expertise and respond to technical questions.
• Collaborate with engineering to win deals and drive customer outcomes.

Skills

Enterprise B2B SaaS sales

Quota attainment

C-suite engagement

Territory development

Cold outreach

Stakeholder management

Job description

THE OPPORTUNITY

People at Vectara are passionate about helping users take advantage of breakthroughs in applied AI to discover and learn more about their business and the world around them. Our team is a group of unquestionable all-stars in their respective fields of computer science and business.

Our work is validated by some of the most demanding technology, financial services, and semiconductor companies in the world.

• Broadcom has standardized on Vectara as the central platform for Agentic RAG and Conversational AI. Combining Agentic RAG and Search together powers their customer facing support serving 3M users.
• Texas Instruments uses Vectara for air-gapped on-prem search that accelerates design-in decisions.
• Compass Real Estate replaced a five-person engineering effort with a single AI expert building on Vectara.
• Aon enables non-technical analysts to query complex claims data in natural language.

The business outcomes are concrete. Customers consistently describe Vectara as the moment their AI strategy went from experimentation to production.

Joining Vectara means joining a growing, well-funded company at the exact inflection point when enterprise AI is moving from pilots to scale. You will work alongside a team that has built some of the most influential search, retrieval, and machine-learning systems in the industry. The problem space is large, the market is early, and the impact of every hire is visible.

We are looking for the few people who have the grit to join a Series A startup that is growing rapidly in a quickly evolving market. You are someone who doesn't back down from a challenge and will do what it takes to make it successful. You want to be part of a team that puts in the hours with pipeline generation, finding deals by networking and creativity, and 100% hustling. You are effectively the owner of your business in the region and a founding Enterprise Account Executive. If this fits you, continue reading.

Own the full sales cycle from first outreach to signed contract. You find, develop, and close your own opportunities. Inbound marketing is in place but consider that extra.

• Sell into complex enterprise accounts where the buyer is technical (VP of Engineering, CIO, CDO, Head of AI/ML) and the problem is real - data sprawl, compliance risk, AI accuracy, knowledge retrieval at scale.
• Navigate multi-stakeholder deals across IT, security, legal, and the business line. Build champions, map the org, and drive consensus.
• Develop deep expertise in Vectara’s platform so you can answer hard technical questions, and earn the trust of engineering-led buyers.
• Partner closely with our engineering team - we have a very large engineering org relative to sales, and they’re your secret weapon. Bring them into deals early and often.
• Build your territory from scratch. Create your own target lists, develop your own outbound sequences, and generate pipeline through hustle, creativity, and relentless follow-up.
• Give direct feedback to the product team. At this stage, what you hear from the market shapes what we build next.

QUALIFICATIONS

• 3-8 years of enterprise or mid-market B2B SaaS sales experience, ideally selling technical products to technical buyers.
• Proven track record of exceeding quota in environments with limited brand recognition or sales infrastructure.
• Experience selling into at least one of: AI/ML, data infrastructure, cloud platforms, cybersecurity, or enterprise software.
• Comfortable engaging with C-suite, VP, and Director-level stakeholders across both technical and business functions.
• Strong written and verbal communication — you can write a compelling cold email and deliver a boardroom presentation with equal confidence.
• Based in or willing to travel to key markets. We’re building a distributed team, but face-to-face matters.
• You don't need a perfect LinkedIn profile. Your story matters most.

Your customer relationships and their trust matters more than the length of your experience.

Perks and Benefits:

100% paid Medical, Dental, Vision for employees. Option of Health Savings Account (HSA) or Flexible Savings Account (FSA). Generous paid time off (PTO) plus paid sick time and holidays. Professional development and training opportunities. Company virtual happy hours and fun team building activities and more.

Salary is just one component of Vectara’s employee compensation. Our full-time employees are also equity owners in the company, which although not an immediate cash component, can have positive impacts on long-term total compensation for each participating employee. We would be remiss if we didn’t highlight and celebrate our focus on engaging many of our employees in being economic co-owners of the business.

Vectara welcomes all. We value the collective wisdom of people from different backgrounds, experiences, abilities and perspectives. We never discriminate on the basis of race, religion, national origin, gender identity or expression, sexual orientation, age, or marital, veteran, or disability status. Vectara has a positive and supportive culture—we look for people who are inventive and work to be a little better every single day. We seek to be smart, humble, hardworking and, above all, curious. After all, we are on a mission to find meaning.