Account Executive - East

DataRobot•Boston, MA

18h

About The Position

DataRobot delivers AI that maximizes impact and minimizes business risk. Our platform and applications integrate into core business processes so teams can develop, deliver, and govern AI at scale. DataRobot empowers practitioners to deliver predictive and generative AI, and enables leaders to secure their AI assets. Organizations worldwide rely on DataRobot for AI that makes sense for their business — today and in the future. Purpose & Overall Relevance for the Organisation: The Account Executive is responsible for generating new business by acquiring net-new customers within assigned territories and/or market segments. This role is focused 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.

Requirements

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
5+ 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
All DataRobot hires are required to complete a background check prior to starting employment, which includes identity verification, criminal history check, employment verification and education verification.
Additionally, all DataRobot employees must be available to attend in-person company trainings and meetings.

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.