Account Director - West

DataRobot; Massachusetts; On-site; USD 90,000 - 120,000; Full time

Benefits offered by this job

Medical, Dental & Vision Insurance

Flexible Time Off Program

Paid Holidays

Paid Parental Leave

Global Employee Assistance Program (EAP)

Job summary

A leading AI solutions provider is seeking a Senior Account Executive to generate new business by acquiring net-new customers within assigned territories. You will manage the full sales cycle, collaborate with teams to drive traction, and ensure smooth transitions post-sale. The ideal candidate has over 8 years of experience in SaaS or enterprise software. Benefits include flexible time off, and comprehensive insurance plans.

Qualifications

• 8+ years of quota-carrying sales experience in SaaS or enterprise software.
• Familiarity with GenAI or applied AI concepts is a plus.

Responsibilities

• Own the full sales cycle for net-new customers.
• Partner with Business Development Reps for prospecting strategies.
• Lead discovery to identify business problems.
• Manage opportunity pricing and negotiation.
• Tailor messaging based on industry-specific needs.
• Ensure smooth transitions post-sale.

Skills

Prospecting

Closing sales

Consultative sales conversations

Cross-functional collaboration

Trusted advisor insights

Education

Bachelor’s degree or equivalent work experience

Job description

DataRobot delivers AI that maximizes impact and minimizes business risk, integrating core business processes so teams can develop, deliver, and govern AI at scale. Our platform empowers practitioners to deliver predictive and generative AI and enables leaders to secure their AI assets.

Purpose & Overall 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.

Requisite Education and Experience / 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.

Benefits

• Medical, Dental & Vision Insurance.
• Flexible Time Off Program.
• Paid Holidays.
• Paid Parental Leave.
• Global Employee Assistance Program (EAP) and more.

Equal Employment Opportunity

DataRobot is proud to be an Equal Employment Opportunity and affirmative action employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. DataRobot is committed to working with and providing reasonable accommodations to applicants with physical and mental disabilities. Please see the United States Department of Labor’s EEO poster and EEO poster supplement for additional information.

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