Account Executive, Team Select - SE / Mid-Atlantic Territory

Spot AI•San Francisco, CA

8h•Onsite

About The Position

Spot AI is building the category of AI coworkers for the physical world, enabling businesses to understand, automate, and act across their environments in real time. Their platform is used at over 10,000 locations by more than 1,000 customers in manufacturing, construction, logistics, and retail. Backed by over $110 million from various investors, Spot AI focuses on solving real problems and having a direct impact on business operations. The Account Executive will be responsible for owning the Southeast and Mid-Atlantic territory, targeting companies up to $500M in revenue across manufacturing, retail, and construction. This role involves navigating complex, multi-stakeholder deals, requiring the ability to create momentum, build organizational alignment, and guide customers through ambiguity. The AE will be responsible for generating pipeline through outbound prospecting, partner relationships, and field presence, with inbound efforts supplementing these activities. Success in this role requires a proactive approach to opening cold accounts, building trust, and converting interest into committed deals.

Requirements

3+ year track record of success in full-cycle B2B sales
Proven prospector; you love the thrill of the hustle it takes to build pipeline rather than waiting for it to come to you
Consultative approach to sales and have successfully navigated long cycles and multiple stakeholders
Embrace channel and partner-led sales motions
Able to run multithreaded deals and engage confidently with operations leaders and executives
Enjoy meeting with customers, and are willing to travel up to 25% of the time

Nice To Haves

Have sold into manufacturing, construction, or retail
Have co-sold on partner paper
Have built a territory playbook from scratch at a high-growth company
Located in TN, NC, VA, NJ, and WA, DC

Responsibilities

Own the Southeast and Mid-Atlantic territory, focused on companies up to $500M in revenue across manufacturing, retail, and construction
Create momentum from scratch, build alignment across an organization, and lead customers through ambiguity
Create pipeline through outbound, partner relationships, and field presence
Open cold accounts, earn trust across the business, and turn interest into committed deals
Build pipeline with intent
Create demand through outbound prospecting, sequencing, and targeted account strategies
Develop and execute a focused territory plan across high-priority accounts
Generate pipeline through attendance at trade shows and events, and via in-market presence
Build relationships with partners who actively bring you into deals and position Spot AI as a premium solution
Use partners to expand reach, accelerate trust, and increase deal velocity
Lead multi-threaded deals across 3 to 6 month cycles for accounts ranging from $500M - $1B in revenue, building alignment across diverse stakeholder groups
Drive rigorous discovery grounded in metrics, economic impact, and clear business cases
Map and influence the buying committee, identifying champions and engaging economic buyers early
Navigate decision criteria and processes with precision, proactively addressing risks and objections
Operate with a disciplined approach to deal qualification and progression using MEDDPICC
Maintain clean pipeline, accurate forecasting, and clear next steps at every stage
Structure and advance complex, longer-term agreements across operational and executive stakeholders

Benefits

Annual OTE opportunity: $180,000 - $250,000, with a 50/50 base/commission split
Commissions are uncapped, and paid monthly
Meaningful early-stage equity
Medical, dental, and vision with fully paid employee premiums and significant company contributions towards dependent premiums
Company-paid short- and long-term disability and life insurance
401(k) with employer match

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