Head of Enterprise Sales (North America)

adaption • San Francisco, CA

1d • Hybrid

About The Position

This role is responsible for defining and executing the enterprise sales strategy across North America from the ground up. The focus is on identifying key accounts, developing a compelling sales argument, and managing the sales process from initial contact to contract closure. The company, Adaption, builds AI that continuously learns and adapts, a capability that enterprises increasingly want to own. The Head of Enterprise Sales will be instrumental in articulating the value proposition of owning Adaption's AI versus renting it, working closely with founders to refine this message and prove its effectiveness through closing deals. Initially, this role will involve carrying early deals personally, leveraging credibility and relationships, and subsequently building a team based on successful strategies.

Requirements

• 10+ years of enterprise sales experience, including leadership experience.
• Proven track record of closing early deals in nascent categories before a defined playbook existed.
• A strong network of professional relationships that can secure initial meetings.
• Ability to engage with both technical stakeholders (engineers and operators) and executive/procurement stakeholders (C-suite and procurement).
• Deep understanding of AI, with experience selling deep tech, ideally AI itself.
• Capability to conduct technical conversations with skeptical buyers without solely relying on engineers.

Responsibilities

• Own the enterprise revenue number across North America from start to finish.
• Manage both the technical evaluation and procurement track simultaneously, selling to engineers and executives.
• Secure initial meetings through existing network and trusted relationships, as early deals are not expected from cold outbound.
• Develop and refine the sales narrative by presenting it to real buyers, retaining effective strategies and discarding ineffective ones, and backing the story with closed deals.
• Build the sales motion by personally closing early deals, transforming successful wins into a scalable process, and then hiring to support that process. Process will follow proof.

Benefits

• Flexible work arrangements including in-person collaboration in the Bay Area, a distributed global-first team, and team offsites.
• Adaption Passport: Annual travel stipend for international travel.
• Lunch Stipend: Weekly meal allowance.
• Well-Being: Comprehensive medical benefits and generous paid time off.

What This Job Offers

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