Senior Account Executive

FastStartup; San Francisco (CA); On-site; USD 135,000 - 165,000; Full time

Job summary

FastStartup is seeking a Senior Account Executive to drive revenue growth by selling transformative AI consulting services. In this high-stakes role, you'll work closely with VPs and C-level executives, designing custom AI solutions worth $250K-$2M+. The ideal candidate has 7+ years of B2B sales experience and a track record of exceeding quotas. Compensation includes a $150K base salary with uncapped commission and OTE of $300K+ for top performers.

Your responsibilities will include managing the full sales cycle, conducting discovery sessions, and collaborating with internal teams to craft solutions that meet client needs.

Qualifications

• 7+ years of B2B sales experience, especially in enterprise software or consulting.
• Consistent record of exceeding sales quotas and engaging with executive buyers.
• Strong understanding of complex sales cycles involving multiple stakeholders.

Responsibilities

• Manage the entire sales cycle from prospecting to closing high-value deals.
• Conduct in-depth discovery sessions with C-level executives to understand objectives.
• Develop and present customized AI solutions that articulate business value.

Skills

B2B sales experience

Consultative sales methodologies

Excellent presentation skills

Business acumen

Technical fluency in AI/ML

Education

Bachelor's degree

MBA or technical degree preferred

Tools

Salesforce

Job description

As a Senior Account Executive at FastStartup, you will drive revenue growth by selling transformative AI consulting and implementation services to mid-market and enterprise clients. This is a high-stakes, high-reward role where you'll engage with VPs and C-level executives to uncover strategic AI opportunities, design custom solutions worth $250K-$2M+, and navigate complex, multi-stakeholder sales cycles lasting 3-9 months. You'll be both a strategic consultant and a closer—diagnosing business challenges, articulating technical solutions in business terms, and orchestrating resources across our organization to win deals. We're looking for sales professionals who have successfully sold complex professional services or enterprise software, understand how to build business cases around ROI and strategic value, and thrive in consultative, relationship-driven sales environments. Your compensation will reflect your impact: $150K base + uncapped commission with OTE of $300K+ for high performers.

Responsibilities

• Manage full sales cycle from prospecting and qualification through contract negotiation and close for deals ranging from $250K to $2M+ ACV
• Conduct in-depth discovery sessions with C-level executives to understand business objectives, technical capabilities, and AI readiness
• Develop and present customized AI solution proposals that clearly articulate business value, technical approach, implementation timeline, and expected ROI
• Navigate complex organizational structures to identify decision-makers, influencers, and potential blockers; build consensus across technical and business stakeholders
• Collaborate with AI strategists, solution architects, and delivery teams to design technically sound solutions that meet client requirements
• Negotiate contract terms, pricing, and implementation details with procurement, legal, and technical teams
• Build and maintain a robust pipeline representing $5M+ in qualified opportunities using Salesforce or similar CRM
• Develop account strategies for key target accounts including competitive analysis, relationship mapping, and multi-threaded engagement plans
• Represent FastStartup at industry conferences, client events, and networking forums to build market presence and generate opportunities

Requirements

• 7+ years of B2B sales experience with at least 5 years selling complex professional services, enterprise software, or consulting engagements
• Consistent track record of exceeding quota—must have achieved 100%+ of plan for at least 3 of the last 5 years
• Experience selling to technical buyers (CTOs, VPs of Engineering, Chief Data Officers) and business decision-makers (CEOs, COOs, CFOs)
• Deep understanding of consultative sales methodologies (MEDDPICC, Challenger, SPIN) and ability to execute complex, multi-stakeholder sales campaigns
• Strong business acumen with ability to build financial models, ROI analyses, and business cases that resonate with executive buyers
• Technical fluency sufficient to discuss AI/ML concepts, data infrastructure, and implementation approaches with technical audiences
• Excellent presentation and communication skills with experience presenting to C-level executives and board members
• Self-starter with strong work ethic and ability to operate independently in a fast-paced startup environment
• Bachelor's degree required; MBA or technical degree (Computer Science, Data Science, Engineering) strongly preferred