Strategic Account Executive - AI Labs & Digital Native

Bright Data•San Francisco, CA

About The Position

Bright Data is the world's leading web data platform — trusted by AI Labs, LLM developers, and digital native companies to power the data pipelines that sit at the heart of their AI models, products, and competitive intelligence. Our platform brings together a 400M+ IP proxy network, 1,000+ pre-built scrapers, ready-made datasets, and AI-ready APIs — giving AI teams access to the real-time public web data they need, without the infrastructure overhead. To fuel our continued growth in this segment, we are looking for a high-performing Strategic Account Executive to develop and own our business with some of the most technically sophisticated companies in the world. You will combine deep account management across a focused set of high-value existing customers with disciplined, targeted prospecting into a defined list of named AI Labs and digital native accounts.

Requirements

7–10+ years of enterprise sales experience, with a consistent track record of closing and expanding high-value, complex accounts
Proven experience selling to AI Labs, AI-native companies, or technically sophisticated digital native businesses, you understand how these organizations think, buy, and scale
Demonstrated ability to manage long, complex, multi-stakeholder sales cycles involving technical evaluations, procurement, legal, and security reviews
Experience with both account expansion (grow) and new logo acquisition (hunt) motions, this role demands both
Background in data infrastructure, APIs, developer tools, SaaS platforms, or adjacent technical products strongly preferred
Technical Fluency
Comfortable engaging credibly with technical buyers AI engineers, data engineers, platform architects without needing a Solutions Consultant in every conversation
Able to translate complex customer data challenges into clear use cases mapped to Bright Data's product portfolio (proxies, scraping APIs, datasets, MCP/AI integrations)
Familiar enough with concepts like data pipelines, LLM training data, RAG architectures, and API infrastructure to hold a meaningful peer-level conversation
Proficiency with structured sales methodologies MEDDIC / MEDDPICC preferred; An active, enthusiastic user of AI tools in your own sales workflow

Responsibilities

Own the commercial and strategic relationship for a named set of high-value accounts, driving consistent ARR expansion through new use cases, products, and business units
Build multi-threaded relationships across technical champions (ML engineers, data infrastructure leads, platform teams) and business stakeholders (VP Engineering, Head of AI, CFO)
Proactively identify expansion opportunities, model training cycles, product launches, infrastructure scale-ups and position Bright Data's solutions ahead of demand
Lead structured Executive Business Reviews (EBRs) that demonstrate clear ROI and open doors to the next horizon of growth
Actively prospect a highly targeted list of AI Labs and digital native companies to secure new business
Combine top-down executive outreach with bottom-up champion development among technical practitioners already evaluating our platform
Lead complex, multi-stakeholder sales cycles from first outreach through to close — both face-to-face and remote — with a structured, repeatable process
Run POC/pilot processes in close partnership with Solutions Consultants to prove measurable value early and accelerate deal momentum
Develop pipeline through a combination of your own self-driven prospecting and close collaboration with BDRs, Solution Consultants, Product, Support, Partners, and Marketing
Coordinate and lead cross-functional account teams, ensuring internal resources are aligned to customer needs and deal milestones
Partner deeply with customers to understand their business objectives, technical architecture, and data strategy positioning yourself as a trusted advisor, not just a vendor
Manage an accurate, up-to-date pipeline with strong forecast discipline, giving the business clear visibility into timing, risk, and upside
Identify and communicate new areas of expansion, both commercial and technical back into the business to inform product roadmap and GTM strategy
Maintain a high standard of CRM hygiene and structured deal reviews throughout the sales cycle