Strategic Account Executive, GSI

United States Digital Space LLC; Carlsbad (CA); Hybrid; USD 380,000 - 450,000; Full time

Job summary

United States Digital Space LLC is seeking an Strategic Account Executive for the GSI team. You will own a named book of high-impact accounts, drive end-to-end revenue outcomes, and expand partnerships with global SIs and strategy consultancies.

You’ll develop a value thesis, build executive relationships, and shape cross-functional collaboration across Product, AI, and Partnerships to scale the business. You will lead multi-quarter sales cycles, navigate complex negotiations, and create

Qualifications

• 8+ years of enterprise software sales, owning named accounts at global SIs or strategy consultancies.
• Ability to build and advance relationships at Partner/MD/C-suite level.
• Experience creating firm-specific business cases using utilization, leverage, realization, margin.
• Genuine interest in AI and alignment with responsible AI development.

Responsibilities

• Own revenue outcomes for a named book of GSI accounts, driving new logo acquisition and multi-practice expansion through complex, multi-quarter sales cycles.
• Develop a clear thesis for each priority firm and execute a sequenced engagement plan across practices, regions, and stakeholders.
• Build and independently advance executive relationships with Managing Partners, Practice Leads, MDs, CIOs, CTOs, and Heads of AI/Digital.
• Proactively create demand in unengaged practice areas and regions, using early wins as proof points to open new doors.
• Build quantified, firm-specific business cases mapped to the GSI operating model.
• Identify and close lighthouse partnerships and set up the future sell-with motion.
• Partner cross-functionally with Product, Applied AI, Engineering, and Partnerships to inform the roadmap.
• A history of growing accounts beyond the original engagement.

Skills

Enterprise software sales

Named accounts

Executive relationships

Negotiations

GSI / strategy consulting

Education

Bachelor's degree

Job description

About the company

the company’s mission is to create reliable, interpretable, and steerable AI systems. We want AI to be safe and beneficial for our users and for society as a whole. Our team is a quickly growing group of committed researchers, engineers, policy experts, and business leaders working together to build beneficial AI systems.

About the role

the company’s GSI team partners with the world’s largest Global System Integrators and strategy consultancies to deploy frontier AI into the core of how they deliver client work and run their own businesses. These are complex, partner-led organizations where the first engagement is rarely the full opportunity, and where lasting partnerships are built across practice areas and at the executive level.

As an Strategic Account Executive on the GSI team, you’ll own a named book of accounts and the full revenue outcome for each. You’ll develop a point of view on where Claude creates the most value across a firm’s practice areas, advisory services, delivery teams, and internal operations, build relationships with the partners and executives who sponsor transformation at that scale, and expand the partnership well beyond the original buyer. These firms are both customer and future channel — your sell-to motion sets up the sell-with later. You’ll work closely with Product, Applied AI, GTM, and Partnerships leadership to shape how the company shows up across the GSI landscape, while advancing our mission of developing AI that is safe, beneficial, and deployed responsibly.

This is a role for someone who has owned large, complex partner-led accounts end to end and is comfortable operating independently at the executive level.

Responsibilities

• Own all revenue outcomes for a named book of GSI accounts, driving both new logo acquisition and multi-practice expansion through complex, multi-quarter sales cycles involving partner-led approval, global procurement, and custom commercial terms
• Develop a clear thesis for each priority firm — where Claude creates value across knowledge management, advisory workflows, deliverable generation, and client engagements — and execute a sequenced engagement plan across practices, regions, and stakeholders
• Build and independently advance executive relationships with Managing Partners, Practice Leads, MDs, CIOs, CTOs, and Heads of AI/Digital, anchoring every conversation to their strategic priorities: utilization, leverage, realization, and billable productivity
• Proactively create demand in unengaged practice areas and regions, using early wins as proof points to open new doors across decentralized, partner-led organizations
• Build quantified, firm-specific business cases mapped to the GSI operating model — using their own language and metrics — that shape deals rather than justify them after the fact
• Identify and close lighthouse partnerships that become references across the GSI landscape and set up the future sell-with motion
• Partner cross-functionally with Product, Applied AI, Engineering, and Partnerships to inform the roadmap based on GSI buyer needs, and contribute to the playbook, proof points, and commercial structures that become the repeatable GSI motion
• A history of growing accounts meaningfully beyond the original engagement by proactively creating demand across new practice areas, regions, and use cases

You may be a good fit if you have

• 8+ years of enterprise software sales experience with a track record of owning named accounts at large, complex, partner-led organizations (global SIs, strategy consultancies), managing multi-quarter sales cycles through technical evaluations, partner-led approval, and global procurement
• Demonstrated ability to independently build and advance relationships at the Partner, MD, and C-suite level — including practice leadership and innovation/digital executives — and hold credible conversations across both technical and business audience
• Experience building firm-specific business cases grounded in the firm's own operating metrics (utilization, leverage, realization, margin) and defending commercial terms through complex negotiations
• Background selling platform, API, cloud infrastructure, or emerging technology into enterprises evaluating a new categoryGenuine interest in AI and strong alignment with the company's mission of responsible AI development

What will make you stand out

• Direct experience selling into Global SI’s or strategy consultancies, and fluency in how partner-led firms operate and measure success
• Experience as an early AE in a vertical or segment, where you helped build the sales motion rather than inherit it
• Background selling developer platforms, cloud infrastructure, or AI/ML tooling into traditional partner-led services firms

The annual compensation range for this role is listed below.

For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role.

Annual Salary:

$380,000—$450,000 USD

LogisticsMinimum education

Bachelor’s degree or an equivalent combination of education, training, and/or experience

Required field of study

A field relevant to the role as demonstrated through coursework, training, or professional experience

Minimum years of experience

Years of experience required will correlate with the internal job level requirements for the position

Location-based hybrid policy

Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices.

Visa sponsorship

We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this.

Not all strong candidates will meet every single qualification as listed. Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you're interested in this work. We think AI systems like the ones we're building have enormous social and ethical implications. We think this makes representation even more important, and we strive to include a range of diverse perspectives on our team.