Strategic Account Executive - AI Labs & Digital Native

Bright Data•San Francisco, CA

About The Position

Bright Data is seeking a high-performing Strategic Account Executive to develop and own business with technically sophisticated AI Labs, LLM developers, and digital native companies. This role involves deep account management of high-value existing customers and targeted prospecting into named AI Labs and digital native accounts. The goal is to drive consistent ARR expansion, build multi-threaded relationships, and position Bright Data's solutions ahead of demand. The executive will also lead Executive Business Reviews (EBRs) to demonstrate ROI and identify future growth opportunities. Additionally, the role requires actively prospecting new business, leading complex sales cycles, and running POC/pilot processes. Collaboration with BDRs, Solutions Consultants, Product, Support, Partners, and Marketing is crucial, as is acting as a trusted advisor to customers. The role demands commercial rigor, accurate pipeline management, and a strong forecast discipline, with a focus on informing product roadmap and GTM strategy through customer feedback. Maintaining high CRM hygiene and participating in structured deal reviews are also key responsibilities.

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
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

Nice To Haves

Background in data infrastructure, APIs, developer tools, SaaS platforms, or adjacent technical products strongly preferred

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