Senior Enterprise Account Executive

h2o.ai•Washington, DC

1d•Hybrid

About The Position

H2O.ai is redefining how enterprises move from data to decisions at enterprise speed. We are a pioneer in predictive AI, generative AI, Agentic AI, and Observability trusted by the world’s most sophisticated and regulated organizations to deploy secure, explainable, and production-grade AI at scale. We are seeking a Senior Enterprise Account Executive to join our growing global sales organization. This role is designed for a proven enterprise seller who thrives in complexity, creates opportunity where none existed, wins against formidable incumbents, and consistently delivers against ambitious revenue targets. You are fluent in enterprise buying motions, credible with senior executives, and passionate about translating advanced AI technology into clear, measurable business outcomes. You bring rigor to qualification, discipline to deal execution, and a relentless focus on net-new and expansion revenue. This is not a volume sales role. This is a strategic, consultative enterprise AI role at a moment when organizations are moving from AI experimentation to AI accountability. This position is based in Washington DC.

Requirements

7+ years of enterprise sales experience selling complex software platforms (AI, data, analytics, ML, or adjacent enterprise technology) into large enterprises.
A strong, credible enterprise executive network, with experience selling to senior technical and business stakeholders.
Proven ability to design, navigate, and close complex, multi-stakeholder transactions with long sales cycles.
Consistent track record of overachieving quota and winning competitive, high-value opportunities.
Strong qualification discipline (MEDDICC / MEDDPICC or similar), deal rigor, and forecasting accuracy.
Ability to thrive in ambiguous, fast-moving environments, bringing structure, clarity, and momentum to complex engagements.
Collaborative, ecosystem-oriented mindset with a strong sense of ownership.
Excellent executive-level communication skills (written, verbal, and presentation).
Bachelor’s degree required.

Responsibilities

Own and manage a focused portfolio of large enterprise and Global 2000 accounts, developing and executing multi-year strategic account plans.
Build trusted relationships with C-level and senior executives, including Line-of-Business leaders, CIOs, CDOs, CTOs, and Heads of Data and AI.
Create, develop, and grow a high-quality pipeline across net-new logos and expansion opportunities within existing accounts.
Lead and orchestrate complex, end-to-end enterprise sales cycles, aligning Sales Engineering, Product, Partnerships, Customer Success, and Marketing.
Conduct high-impact discovery using value-based selling methodologies to uncover strategic business challenges and quantify ROI, risk reduction, and operational impact.
Clearly articulate and differentiate H2O.ai’s platform against incumbent and emerging AI competitors, positioning value at the business and economic level.
Design and execute thoughtful deal strategies, including stakeholder mapping, value justification, competitive positioning, partner leverage, and close planning.
Maintain accurate forecasting, disciplined pipeline management, and impeccable CRM hygiene.
Partner closely with Solution Engineering to demonstrate customer-specific AI value and outcomes.
Travel as required to support strategic customer and partner engagements.
Co-sell and collaborate across the Data and AI ecosystem, including cloud, infrastructure, data platform, and AI partners.
Develop joint account strategies with partner sales teams to accelerate access, increase deal size, and expand deal scope.
Leverage OEMs, hyperscalers, neo-clouds, GSIs, regional SIs, and resellers to drive velocity, credibility, and enterprise adoption.
Use the partner ecosystem as a force multiplier to win larger, more strategic, and more defensible enterprise deals.