Account Executive (San Francisco)

Spot AI • San Francisco, CA

1d • $180,000 - $250,000 • Hybrid

About The Position

Spot AI is hiring an Account Executive to own a territory and sell its AI platform to businesses in manufacturing, retail, and construction. The role focuses on companies with up to $500 million in revenue and involves complex, multi-stakeholder sales that require building pipeline from scratch, creating organizational alignment, and guiding customers through ambiguity. Sales cycles typically run three to six months, and target accounts range from $100 million to $500 million in revenue.

The Account Executive is responsible for generating demand through outbound prospecting, targeted account strategies, trade shows, events, and in-market presence. The company’s inbound engine supplements these efforts. Deals are closed on partner paper as part of a channel-first sales motion, so the role also requires building relationships with partners who introduce and position Spot AI’s solution.

The position is suited to a consultative, self-directed seller who can manage a disciplined sales process, engage operational leaders and executives, and maintain accurate pipeline and forecasts. The role is based in Spot AI’s San Francisco office, with in-person work expected at least approximately three days per week and travel of up to 25%.

The annual OTE opportunity is $180,000–$250,000, with a 50/50 base salary and commission split. Commissions are uncapped and paid monthly. OTE depends on experience and competencies demonstrated during interviews. The company also offers early-stage equity and benefits including medical, dental, and vision insurance, disability and life insurance, and a 401(k) with employer match.

Requirements

• At least 3 years of success in full-cycle B2B sales, with a record of exceeding quota.
• Proven ability and willingness to prospect and build pipeline through outbound efforts.
• Consultative sales approach and experience navigating long sales cycles and multiple stakeholders.
• Ability to work through channel and partner-led sales motions.
• Ability to run multi-threaded deals and engage confidently with operations leaders and executives.
• Willingness to travel up to 25% of the time.
• Ability and willingness to work in person at least approximately 3 days per week in the San Francisco office.

Nice To Haves

• Experience selling into manufacturing, construction, or retail.
• Experience co-selling on partner paper.
• Experience building a territory playbook from scratch at a high-growth company.

Responsibilities

• Create demand through outbound prospecting, sequencing, and targeted account strategies.
• Develop and execute a focused territory plan across high-priority accounts.
• Generate pipeline by attending trade shows and events and maintaining an in-market presence.
• Build relationships with partners who bring Spot AI into deals and position it as a premium solution.
• Use partners to expand reach, accelerate trust, and increase deal velocity.
• Lead multi-threaded sales cycles lasting three to six months, building alignment across diverse stakeholder groups.
• Conduct rigorous discovery grounded in metrics, economic impact, and clear business cases.
• Map and influence buying committees, identify champions, and engage economic buyers early.
• Navigate decision criteria and processes, proactively addressing risks and objections.
• Qualify and progress deals using MEDDPICC.
• Maintain a clean pipeline, accurate forecasts, and clear next steps at every stage.
• Structure and advance complex, longer-term agreements across operational and executive stakeholders.

Benefits

• Annual OTE opportunity of $180,000–$250,000 with a 50/50 base and commission split.
• Uncapped commissions paid monthly.
• Meaningful early-stage equity.
• Medical, dental, and vision insurance with fully paid employee premiums and significant company contributions toward dependent premiums.
• Company-paid short- and long-term disability insurance.
• Company-paid life insurance.
• 401(k) with employer match.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed