Enterprise Account Executive (new logo)

PAIR; New York (NY); Hybrid; USD 100,000 - 130,000; Full time

Job summary

PAIR is building its US commercial team in New York. You will be the first hunter on the ground, creating demand, closing multi-year enterprise software or AI deals, and collaborating with Account Managers to expand revenue as PAIR brings its AI adoption platform to American enterprises.

You will work in a hybrid model in New York, engaging with C-suite stakeholders and procurement, while shaping the US go-to-market strategy and building long-term client relationships from day one.

Qualifications

• 3+ years closing enterprise software or AI deals in the US market.
• Disciplined pipeline management and forecast accuracy.
• Comfort navigating C-suite and procurement stakeholders.

Responsibilities

• Own your pipeline. Build and convert a healthy enterprise pipeline of new-logo accounts.
• Create demand. Generate your own pipeline using network, outbound, partners and events.
• Run discovery that gets to the real problem and translates findings into a value hypothesis.
• Sell the outcome, not the feature, by articulating a cyclical journey to AI-native teams.
• Land as big as possible. Structure deals for scale with multi-year commitments.
• Navigate complex organizations, engaging C-suite and procurement stakeholders.
• Hand over cleanly to Account Management and AI Adoption Team.
• Feed the GTM loop by sharing market intel and customer feedback.

Skills

Enterprise software sales

AI deals

US market

Discovery-led selling

C-suite navigation

Job description

Most sales roles ask you to sell a tool. This one asks you to change how organizations think.

PAIR is the missing layer between AI tool deployment and measurable business outcomes. We

work with some of the most ambitious organizations on both sides of the Atlantic, from listed

enterprises to leading institutions, helping them turn AI ambition into workforce-level adoption.

Our customers are buying a path to becoming AI-native, and you are the person who helps

them see it, commit to it, and realize it.

This is an early commercial role for our US team. You will be one of the first sellers on the

ground in New York, opening a new market for a company that is already proven in the UK.

You will hunt, you will land, and you will help set the standard for how PAIR sells in America.

Of course, you won’t have to do this alone: as logos land, our Account Managers take on the

expansion motion, so your focus stays where you are strongest, at the top of the funnel.

You will join a small, high-calibre team that holds itself to exceptional standards, in how we sell,

how we deliver, and how we show up for our customers. We have built a culture where pace

and professionalism coexist, where everyone pulls their weight, and where the work matters.

The deals you close will shape how thousands of people work.

If you want to own something real, work alongside people who are excellent at what they do,

and help build PAIR in the US from the ground up, this is the role.

I can’t wait to read your application.

All the best

Elena

BD Director, PAIR

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How the US team is built

Our US team runs on a hunter and farmer split which is different to how we operate in the UK.

The US market expects faster commercial momentum at the top of the funnel and tighter

account management once a customer is live.

This role is a hunter. You create demand, win new logos, and land each account as big as the

opportunity allows. Once a customer is signed, an Account Manager maps the account, builds

the multi-stakeholder relationships, and runs the expansion motion alongside you.

Core responsibilities

• Own your pipeline. Build and convert a healthy enterprise pipeline of new-logo accounts in your assigned vertical(s). Identify ICP accounts, build multi-threaded entry points, and maintain rigorous stage discipline.
• Create demand. Generate your own pipeline. Use your network, outbound, partners and events to open conversations with accounts that are not yet looking for us.
• Run discovery that gets to the real problem. Lead structured conversations to understand workflows, constraints, AI readiness and stakeholder dynamics. Translate findings into a value hypothesis with measurable outcomes we can drive through our platform.
• Sell the outcome, not the feature. Articulate a cyclical journey to building an AI-native teams. Secure consensus on success metrics before the deal closes.
• Land as big as possible. Structure deals for scale and longevity. Multi-year commitment is our default. Set every account up so the Account Manager can expand it, and share accountability for that growth.
• Navigate complex organizations. Map and engage C-suite, Data/HR/L&D/IT/Security, Operations and Innovation. Keep momentum through procurement, legal and due diligence without losing commercial pace.
• Hand over cleanly. Treat the handover to Account Management and the AI Adoption Team as part of your job. A customer who succeeds is the foundation of everything that comes next.
• Feed the GTM loop. Share market intel and customer feedback that sharpens messaging, informs the product roadmap, and helps us build the US motion as we scale.

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The sale

This is not a CRM demo or a generic SaaS pitch. The conversation starts with AI, where your

customer is today, what they have tried, what hasn’t landed, and why. From there it moves to

AI adoption: the organizational challenge of embedding new capability into real workflows, at

scale, in a way that sticks. PAIR enters as the solution to that challenge: the layer that makes

adoption measurable and sustainable.

You become a trusted advisor to your clients on all things AI in the workplace. You shape their

thinking, not just their procurement. That requires curiosity, commercial discipline, and the

ability to hold a credible conversation with a CHRO, a CTO and a procurement lead, often in the

same week.

Cycles range from 4 weeks to a few months. Deals are multi-stakeholder and multi-threaded.

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About you

You are self-sufficient. You prepare well, follow through, and move deals forward without

needing to be chased. You are comfortable being early on the ground, with the ambiguity and

the upside that comes with building a market.

You communicate clearly at executive level: concise in writing, confident in conversation, able

to simplify complexity without overselling. You understand the value PAIR provides and can

educate and articulate what that means to a skeptical buyer.

You are curious about AI adoption as an organizational challenge you want to help solve. You

follow how AI is being adopted in large organizations, form your own views, and bring those

views into customer conversations.

You hold yourself to high standards.

Must-have experience

• 3+ years closing enterprise software or AI deals in the US market, with evidence of multi- threaded, new-logo execution and consistent quota attainment
• Discovery-led, consultative selling; comfortable selling change and outcomes, not just features
• Disciplined pipeline management and forecast accuracy
• Confident navigating C-suite, and procurement stakeholders
• Strong commercial acumen: proposals, statements of work, negotiation
• Comfort building pipeline from scratch in an early-stage or new-market environment
• Familiarity with enterprise AI tooling and ecosystems

Nice to have

• Experience selling AI adoption, workforce transformation, change management or adoption programs
• An existing New York enterprise network across financial services, professional services, technology or media
• Experience as an early or founding seller in a US go-to-market build-out
• Comfort with vendor risk reviews, DPAs and security questionnaires

Compensation and benefits

Base and OTE: We benchmark US roles against New York tech market data and pay

competitively for the right hunter. Indicative working range for this profile is $100,000–

$130,000 base with double OTE, depending on seniority and enterprise depth.

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About PAIR

PAIR is the AI adoption platform for enterprise. We turn AI tool deployment into measurable

business outcomes.

We solve the hard problems of enterprise AI adoption: building capability, scaling use cases,

and managing a future workforce of humans and agents. All of it underpinned by ROI,

measurement and smarter investment decisions.

Our belief

We believe humans should remain the main characters. AI is an extraordinary tool, but the

organizations that will thrive are those that pair the best of human intelligence with the best of

artificial intelligence. That belief is at the heart of every conversation we have with customers,

and we want it at the heart of how you sell.

How we work

We are a disciplined team with high standards and a bias for action. We support each other,

we move fast when it matters, and we hold each other accountable. You will learn by doing

alongside customers and colleagues from week one. We give high trust and clear outcomes;

you bring professionalism, ownership and pace.

The US team stays connected to the UK. You will join us for key moments in London and the

UK leadership team spends meaningful time in the US. We are building one company across

two markets!

The details

• Location: New York, US. Hybrid, with meaningful client-facing time
• Work authorization: You must already be authorized to work in the US
• Start date: As soon as possible
• Reports to: BD Director
• Type: Full-time, permanent