Senior AI Sales Capture & Pursuit Leader

Accenture; Mountain View (CA); On-site; USD 137,000 - 238,000; Full time

Job summary

Accenture is seeking a seasoned sales leader to drive end-to-end PVT AI deal shaping and pursuit execution for strategic client opportunities. You will convert qualified demand into compelling proposals, commercially viable solutions and closed profitable deals while coordinating with architects, delivery and legal teams.

Travel may be required as part of client engagements and deal shaping, with a focus on secure AI, governance, and regulatory compliance.

Qualifications

• Minimum 8+ years of experience in sales capture, deal shaping, pursuit management or solution-led enterprise sales in consulting/professional services.
• Minimum of 2+ years’ experience in direct sales, preferably with quota of $10M+
• Minimum 3+ years of understanding of deal lifecycle, proposal development, pricing collaboration, and delivery handover.
• Minimum 2+ years managing cross-functional teams, tight timelines and complex stakeholder dynamics.

Responsibilities

• Lead end-to-end sales pursuit and deal shaping activities for PVT AI opportunities, including qualification, stakeholder mapping, close plan and sales governance.
• Translate client priorities around secure AI, data control, regulatory compliance, model governance and hybrid hosting into clear business value propositions.
• Collaborate with solution architects, data/AI SMEs, cloud/infrastructure, cybersecurity, delivery, pricing and legal to create an integrated solution and commercial model.
• Develop pursuit strategy, buyer value hypothesis, message house, win themes, differentiation points, proposal storyline and orals narrative.
• Manage proposal development inputs, solution reviews, cost model reviews, price-to-win discussions and commercial assumptions to maintain alignment with sales strategy.
• Coordinate NBM/stage-gate readiness, opportunity data quality, reviews, approvals, action logs and escalation management.
• Partner with delivery leadership to confirm delivery feasibility, transition approach, talent capacity, risk posture and handover commitments before contract signature.
• Conduct pursuit retrospectives and capture reusable lessons, proposal content, pricing insights and client objections for the broader PVT AI practice.

Skills

Sales capture

Deal shaping

Pursuit management

Cross-functional leadership

Executive communication

Education

Bachelor's degree or equivalent

Job description

Accenture is seeking a seasoned sales leader to drive end-to-end PVT AI deal shaping and pursuit execution for strategic client opportunities. You will convert qualified demand into compelling proposals, commercially viable solutions and closed profitable deals while coordinating with architects, delivery and legal teams.

Travel may be required as part of client engagements and deal shaping, with a focus on secure AI, governance, and regulatory compliance.