Hybrid Enterprise SaaS Account Executive—AI/ML

FullStory; Atlanta (GA); Hybrid; USD 145,000 - 165,000; Full time

Benefits offered by this job

Flexibility & Connection

Benefits

Learning opportunities

Productivity stipend

Team off-sites

Paid parental leave

Bereavement leave

Job summary

FullStory is seeking a Strategic Account Executive to own an Enterprise/Strategic territory, selling both enterprise analytics value and technical observability concepts to AI/ML teams. The role combines business development with deep technical conversations across engineering, data, and product stakeholders.

You will build long-term account plans, prospect new business, and collaborate with Solutions Engineering to deliver value-based demos.

Qualifications

• 1+ years of quota-carrying SaaS sales experience selling to Enterprise stakeholders in Product, Engineering, Data, or AI/ML organizations.
• Track record of quota attainment with net-new and expansion revenue at a $1M+ annual quota.
• Experience building relationships across business and technical stakeholders within complex Enterprise accounts.
• Comfort with value-based technical demonstrations and evaluations, with knowledge of observability, LLMOps, or AI/ML concepts.
• Proven ability to source and qualify net-new business and drive expansion within current accounts.

Responsibilities

• Own an Enterprise/Strategic territory, responsible for business development, client engagement, and generating both new contracts and expansion revenue.
• Build and execute long-term account plans grounded in the Enterprise sales cycle.
• Actively prospect new business through cold calling, cold emailing, LinkedIn, and your network.
• Engage with business and technical stakeholders, articulating how Fullstory's behavioral data supports goals from CX to AI development.
• Partner with Solutions Engineering and Customer Solutions to run value-based evaluations and demonstrations.
• Manage pipeline accurately using our sales tools, with strong forecasting and deal-stage discipline.

Skills

Quota-carrying SaaS sales

Enterprise stakeholder engagement

Technical demonstrations

Observability/LLMOps familiarity

Prospecting & outreach

Tools

Sales tools

Job description

FullStory is seeking a Strategic Account Executive to own an Enterprise/Strategic territory, selling both enterprise analytics value and technical observability concepts to AI/ML teams. The role combines business development with deep technical conversations across engineering, data, and product stakeholders.

You will build long-term account plans, prospect new business, and collaborate with Solutions Engineering to deliver value-based demos.