Account Executive, AI Consulting

Provectus•Massachusetts, DE

About The Position

Provectus is hiring an Account Executive to convert incoming enterprise leads into signed, multi-month AI consulting engagements. Qualified leads are shared by Anthropic and AWS, so the role focuses on qualifying opportunities, running discovery with buyers in banking, insurance, and life sciences, scoping engagements with architects, and closing signed Statements of Work (SOWs). The role sells consulting services rather than software licenses and runs the full sales cycle from discovery through negotiation and close. The Account Executive will work with delivery leads and architects to develop proposals and SOWs, translate Anthropic product roadmaps and partnership incentives into client propositions, and coordinate with Anthropic and AWS partner representatives on shared leads and pipeline reviews. The role also maintains CRM records and accurate forecasts, shares industry buyer insights with leadership and marketing, and involves travel for client meetings up to 30% of the time. Larger deals receive support from the Chief Commercial Officer.

Requirements

At least 2 years in a client-facing commercial role at a consulting or IT services firm, with personal responsibility for closing deals; examples include account executive, account manager, or consultant who owned client sales. Candidates should be able to describe what they closed, deal sizes, and sales-cycle duration.
Alternatively, relevant experience with banks, insurers, or pharmaceutical/biotechnology companies, such as selling services or technology to them, working on consulting projects including proposals or scoping, or participating in vendor evaluation and selection from inside one of these companies.
Working knowledge of Financial Services (banking, insurance, or capital markets) or Life Sciences (pharma or biotech), including the ability to discuss buyer processes and regulatory constraints in industry terms.
Experience selling services engagements or complex B2B deals involving multiple stakeholders.
Clear written and spoken communication with director-, VP-, and C-level buyers.
Comfort handling a steady volume of leads and choosing where to focus time.

Nice To Haves

Experience selling AI/ML, data, or cloud services.
Experience working partner-referred leads from Anthropic, AWS, GCP, or Azure.

Responsibilities

Review incoming leads, decide which opportunities to pursue, and explain the rationale.
Lead discovery calls with business and technology leaders at banks, insurers, and life sciences companies.
Map client processes, data, regulatory constraints, budgets, and decision paths.
Work with delivery leads and architects to scope deliverable proposals and SOWs.
Negotiate and close consulting engagements to signed SOWs; the Chief Commercial Officer joins larger deals.
Manage the full sales cycle, including discovery, solution scoping, proposals, negotiation, and close.
Translate Anthropic's product roadmap and partnership incentives into client propositions.
Keep Anthropic and AWS partner representatives informed about shared leads and participate in joint pipeline reviews.
Keep the CRM current and forecast deals accurately.
Share buyer objections and industry patterns with leadership and marketing.
Travel for client meetings, up to 30% of the time.