Enterprise Account Executive

Scale AI•San Francisco, CA

About The Position

The Enterprise Account Executive will report to the Director of Enterprise GTM and will own revenue growth across a portfolio of Scale AI’s largest and most strategic enterprise customers. This role is focused on selling complex, highly technical AI solutions into F500 organizations, partnering with executive, technical, and operational stakeholders to drive long-term value and expansion. You will be responsible for full-cycle enterprise sales - from prospecting and deal strategy through close, renewal, and expansion - while serving as the quarterback across internal teams including Solutions Engineering, Product, Research, and Operations. This role requires strong ownership, executive presence, and the ability to navigate multi-stakeholder enterprise buying processes in a fast-paced environment.

Requirements

8+ years of enterprise sales or account management experience, including 2+ years selling deeply technical solutions to both business and technical audiences
A proven track record of closing and expanding large, complex enterprise deals
Demonstrated success consistently achieving or exceeding quota in enterprise sales roles
Experience building and executing long-term account strategies to drive sustained revenue growth
Strong ability to lead enterprise renewal processes from strategy through close
Excellent written and verbal communication skills, with comfort presenting to executive audiences
Strong command of enterprise sales processes and systems (Salesforce, Clari, Outreach, Slack)
A consultative, customer-first mindset with the ability to influence cross-functional internal teams
Experience developing executive-level materials and business cases
Strong project management, organizational skills, and attention to detail
Technical background or strong technical curiosity highly valued, especially familiarity with AI, ML, or data platforms

Responsibilities

Own and drive relationships with Scale’s largest and most complex Fortune 500 prospects and customers
Build trusted relationships with executive, technical, and operational stakeholders across multiple business units
Develop and execute comprehensive account strategies to drive net-new revenue, expansion, and long-term partnerships
Lead strategic deal planning and mutual close plans across new business, renewals, and expansions
Partner closely with Solutions Engineering and Product teams to deliver compelling, technically credible value propositions
Act as the voice of the customer internally, influencing product roadmap, research priorities, and delivery execution
Maintain deep understanding of customer business goals, AI maturity, and industry trends to proactively identify opportunities
Consistently communicate account health, pipeline, and forecast accuracy using Salesforce, Clari, and related tools
Thrive in a fast-moving, multi-threaded environment while maintaining strong attention to detail and prioritization