Account Director - West

DataRobot; California (MO); On-site; USD 221,000 - 341,250; Full time

Benefits offered by this job

Medical, dental & vision insurance

Flexible time off

Paid holidays

Paid parental leave

Global Employee Assistance Program

Job summary

A leading AI solutions provider is seeking a Senior Account Executive responsible for acquiring new business within assigned territories. This role emphasizes pipeline creation and closing deals related to GenAI solutions. Candidates should have over 8 years of SaaS sales experience, focusing on consultative sales interactions. Compensation ranges from $221,000 to $341,250 USD/year and includes benefits like medical insurance and flexible time off.

Qualifications

• 8+ years of quota-carrying sales experience as an account owner in SaaS or enterprise software.
• Experience selling subscription-based SaaS solutions; familiarity with GenAI is a plus.
• Ability to lead consultative sales conversations without deep technical expertise.

Responsibilities

• Own the full sales cycle for net-new customers from prospecting to close.
• Partner to prioritize accounts and develop prospecting strategies.
• Lead discovery to map business problems to GenAI solutions.
• Manage opportunity progression and negotiation.
• Ensure smooth transitions post-sale by aligning internal stakeholders.

Skills

Prospecting

Consultative sales

SaaS solutions

Cross-functional collaboration

Business use case qualification

Education

Bachelor’s degree or equivalent work experience

Job description

Purpose & Relevance for the Organisation

The Senior Account Executive is responsible for generating new business by acquiring net-new customers within assigned territories and/or market segments. This role focuses on high-velocity pipeline creation, qualifying GenAI use cases, and closing initial land deals across DataRobot’s packaged applications and platform offerings. AEs work closely with Business Development Reps, Pre‑Sales, Account Managers, and Technical Success Managers to drive early‑stage traction and accelerate customer onboarding.

Key Responsibilities

• New Logo Acquisition: Own the full sales cycle for net‑new customers, from prospecting and qualification through close.
• Pipeline Generation: Partner with Business Development Reps to prioritize prospective accounts, develop prospecting strategies, and convert qualified buying groups into active opportunities.
• Discovery & Use Case Qualification: Lead discovery to identify business problems and map them to DataRobot’s GenAI solutions, with a hyper‑focus on foundational platform and applications, as well as SAP business applications.
• Deal Execution & Forecasting: Manage opportunity progression, pricing, and negotiation; maintain accurate forecasting and CRM hygiene to support predictable growth.
• Solution Selling in a Vertical Context: Leverage light vertical alignment (major/minor model) to tailor messaging and differentiate based on industry‑specific needs or language.
• Cross‑Functional Handoff to Post‑Sales: Ensure smooth transitions post‑sale by aligning internal stakeholders (Technical Success Managers, Engagement Directors, Account Managers, etc.) and documenting success criteria.

Knowledge, Skills and Abilities

• Proven track record of prospecting, qualifying, and closing net‑new logos in fast‑paced sales cycles.
• Experience selling subscription‑based SaaS solutions, ideally involving business applications or platform‑based tools.
• Ability to lead consultative sales conversations around business use cases and ROI, even without deep technical expertise.
• Skilled at working cross‑functionally with BDRs, presales, and post‑sales teams to progress and close complex deals.
• Viewed by customers as a trusted advisor who brings relevant insights, not just product pitches.

Minimum Qualifications

• 8+ years of quota‑carrying sales experience as an account owner in SaaS or enterprise software; familiarity with GenAI or applied AI concepts a plus.
• Bachelor’s degree or equivalent work experience.

Compensation

The U.S. annual on‑target earnings (OTE) range for this full‑time position is between $221,000 and $341,250 USD/year.

Benefits

Benefits include medical, dental & vision insurance, flexible time off, paid holidays, paid parental leave, and the Global Employee Assistance Program.

Equal Employment Opportunity

DataRobot is proud to be an Equal Employment Opportunity and affirmative action employer. We do not discriminate based on race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, veteran status, disability status or other legally protected characteristics. We are committed to providing reasonable accommodations to applicants with physical and mental disabilities.