Enterprise Account Executive

Bland AI; San Francisco (CA); On-site; USD 120,000 - 180,000; Full time

Benefits offered by this job

Healthcare, dental, vision

Equity

Uncapped commission

Tools to succeed

Job summary

Bland AI in San Francisco is seeking a world-class Enterprise Account Executive who can break into high-value accounts and close complex, multi-threaded deals. This role emphasizes MEDDPICC qualification, business-value messaging, and urgency across multiple stakeholders in long sales cycles.

You will lead end-to-end enterprise SaaS deals, collaborating with product, engineering, and AI transformation teams to prove technical fit and deliver quantified ROI to executives.

Qualifications

• MEDDPICC inside and out for qualification and forecasting.
• Command of the Message or similar value-based selling approach.
• Experience selling enterprise SaaS deals $50K–$250K+ ACV with multi-month cycles.
• Ability to sell to technical buyers and discuss AI/LLMs and APIs.
• Ability to craft business cases, TCO analyses, or ROI narratives for executives.

Responsibilities

• Own complex enterprise deals from start to finish, including discovery and negotiation.
• Qualify deals using MEDDPICC, map stakeholders, drive urgency, and de-risk forecast.
• Lead with business value messaging and connect Bland's differentiators to executive value drivers.
• Coordinate across product, engineering operations, and AI transformation teams.
• Sell Bland's Voice AI platform for customer experience and operational efficiency.
• Partner with AI Engineers to prove technical fit and design compelling pathways.

Skills

MEDDPICC

Value-based selling

Enterprise SaaS Sales

Executive-level storytelling

CFO/COO ROI framing

Job description

Enterprise AE Opportunity

Bland is hiring a world-class Enterprise AE to break into high-value accounts and close complex, multi-threaded deals. This role is all about precision - deeply qualifying with MEDDPICC, leading with business value, and driving urgency in organizations with multiple stakeholders and longer sales cycles.

If you thrive in technical, value-led enterprise sales - and know how to push a deal from interest to action - we want to talk.

What You'll Do

• Own complex enterprise deals from start to finish - including outbound, discovery, ROI framing, technical validation, and commercial negotiation.
• Qualify your deals using MEDDPICC - map stakeholders and influence, uncover pain, drive urgency, and de-risk your forecast.
• Lead with business value messaging - connect Bland's differentiators to executive-level value drivers with clarity and confidence.
• Multi-thread across technical and economic buyers, with strong positioning across product, engineering operations, and AI transformation teams.
• Sell Bland's Voice AI platform as both transforming customer experiences and driving operational efficiencies.
• Partner with Bland's AI Engineers to prove technical fit and design compelling conversational pathways.

What You Know

• MEDDPICC inside and out - this is how you qualify, forecast, and win.
• Command of the Message or a similar value-based selling framework - you lead with pain, quantifiable impact, and differentiated proof points.
• Enterprise SaaS Sales - You've sold $50K$250K+ ACV deals with multi-month cycles and multiple stakeholders.
• Voice AI / LLMs / APIs: You're comfortable selling technical products to technical buyers and know when to go into technical depth.
• Customer Business Cases: You know how to craft and deliver a compelling business case, TCO analysis, or ROI narrative to a CFO or COO.

What You've Done

• 48 years of full-cycle SaaS closing experience.
• Consistent track record of overachievement in enterprise or upper mid-market segments.
• Closed new business deals in the $100k to $1M+ ACV range, ideally with technical depth and integrations.
• Sold to multiple personas across product, engineering, operations, IT, and finance.
• Bonus - Experience in AI, voice tech, contact center, or dev tools with long-term platform potential.

How You Show Up

• Sales Athlete - you run your deals with rigor, precision, and hunger.
• Strategic Communicator - you simplify complex ideas and lead executive conversations with confidence.
• Ownership Mindset - you own your number and never wait for someone else to unblock you.
• Process-Driven - you use MEDDPICC and value selling frameworks like Command of the Message, Challenger, SPIN because they help you win, not because they're required.
• Coachability & Curiosity you're hungry to improve and humble enough to learn.

Benefits and Pay:

• Healthcare, dental, vision, all the good stuff.
• Base pay of $120,000-$180,000
• OTE $300,000 to $350,000
• Every tool you need to succeed
• Equity
• Uncapped commission