Enterprise Account Executive

Enlighten AI Labs; Atlanta (GA); On-site; USD 150,000 - 210,000; Full time

Job summary

Enlighten AI Labs is seeking a results-driven sales leader to close complex enterprise AI, data platforms, and analytics deals. You will build and manage a robust pipeline, navigate multi-stakeholder buying groups, and align IT, security, privacy, finance, procurement, and legal to drive sign-off.

You will conduct technical discovery, validate customer needs, and present tailored live demos and proofs of concept with AI agents.

Qualifications

• Proven track record closing complex enterprise AI, data platforms, analytics, or measurement deals.
• Active enterprise buyer network relevant to Enlighten's work.
• Ability to expand beyond the champion and address objections with buyers.
• Strong questioning, listening, and distinguishing curiosity from buying process.
• Clear written and verbal communication with executives and practitioners.

Responsibilities

• Build pipeline through your own prospecting and SDR collaboration.
• Map buying group and bring IT, security, finance, procurement, and legal in early.
• Define plan to signature; own owners, requirements, and deadlines.
• Lead technical discovery and validation with product or delivery input as needed.
• Create live demos and proofs of concept with AI agents; demonstrate value.

Skills

Enterprise AI sales

Complex deals

Stakeholder management

Forecasting & pipeline

Executive communication

Tools

Salesforce

CRM systems

Job description

At Enlighten, we believe AI should expand what people can take on. We build teams of AI agents alongside Fortune 500 companies so they can put their best thinking to work across the business. We want the people closest to the work to be able to ask hard questions and get answers they can trust. Our mission is to give every team the intelligence it needs to make decisions that shape the business.

About the role

You’ll create and close complex enterprise deals. You’ll help the customer’s business and technical teams agree on what they need to see, how they’ll evaluate it, and what it will take to sign.

What you'll do

• Build pipeline through your own prospecting and work with SDRs to carry what they learn into your first buyer conversation.
• Map the buying group with your champion. Find the budget owner, decision-maker, signer, and anyone who can stop the deal. Bring IT, security, privacy, finance, procurement, and legal in early where they have a say.
• Agree on a plan to signature with the buyer. Name the owner, requirements, and due date for each approval, and update your forecast when a step slips or a new reviewer appears.
• Own technical discovery and validation. Confirm what the customer needs to test across data, workflows, integrations, security, and measurement. Bring in product or delivery specialists when a question calls for their expertise.
• Build and run tailored live demos and proofs of concept yourself with AI agents. Prototype during or right after discovery when useful, and show buyers what the demo proves and what still needs testing.
• Run multiple AI agents in parallel every day to research accounts, prepare calls, draft follow-ups, and check proposals. Build small tools to track stakeholders and surface deal risks, then verify what matters yourself.
• Keep the opportunity record current so the team can see what the buyer said, what happens next, and why the deal should move forward, pause, or close out.

What you bring

• A strong record closing complex enterprise AI, data platforms, analytics, or measurement deals, plus an active enterprise buyer network relevant to Enlighten's work. You can walk us through how you built relationships beyond your champion, uncovered an approval or objection that could have stopped a deal, and worked with the buyer to resolve it.
• The ability to ask direct questions, listen carefully, and distinguish curiosity from a real buying process.
• Clear written and verbal communication with executives, practitioners, and internal partners.
• A resourceful approach to AI. You can direct multiple agents to research, draft, and check work, validate their output, and take responsibility for the result.
• Demonstrated ability to personally build a credible live demo and proof of concept with AI agents, then validate the technical claims it supports.
• Comfort building simple personal tools or workflows with agent assistance when they improve preparation, follow-through, or data quality.
• Good commercial judgment, including respect for procurement, security, and legal review without overpromising what a product can do.
• The initiative to identify missing information, find the right owner, and move useful work forward independently.
• Enterprise CRM discipline, mutual action planning, and the ability to run technical discovery and solution validation yourself.
• You work independently. You can take an unclear goal, decide what to do first, find what you need, and carry the work through to a result. You bring people in early when a decision, risk, or dependency needs their input.

How we work

AI agents are core to how we get work done. You'll spend a substantial part of your day running multiple agents in parallel, building tools and workflows with them, and checking what they produce. You own the result. Verify the facts, calculations, code, and claims before they go into a decision, a customer conversation, or a release.

What success looks like

• Before forecasting a close, you've confirmed who can authorize and sign the purchase, which approvals are still open, and who owns each next step. The buyer agrees on the path to signature.
• Buyers receive specific, timely communication that reflects what they actually need to decide.
• Internal partners enter deals with useful context and clear questions rather than last-minute requests.
• AI-assisted workflows improve preparation and follow-through while you own judgment and commercial outcomes.