[Hiring] Lead Account Executive @DataRobot

Role Description

DataRobot’s Lead Account Executive (AE) is a critical role responsible for driving revenue growth by acquiring new customers, expanding existing accounts through upsell opportunities, and ensuring successful contract renewals within a designated territory. The mission of this position is to articulate the value of the DataRobot AI platform, help customers solve their business challenges, and build long-term, strategic partnerships.

• New Business Development: Lead the full sales cycle from prospecting and relationship building to pipeline creation, deal execution, and closing new business.
• Existing Account Expansion: Deeply understand the business needs of assigned customers to identify and propose new use cases or departmental expansions, driving upsell and cross-sell opportunities.
• Contract Renewals: Manage the renewal process for existing accounts, ensuring customer satisfaction and maximizing the value delivered by DataRobot.
• Solution Selling: Effectively articulate how the DataRobot AI platform can solve customer business problems. Collaborate with pre-sales and post-sales teams to develop and present optimal solutions.
• Internal Collaboration: Work closely with marketing, pre-sales, post-sales, tech support and product teams to ensure customer success and a cohesive go-to-market strategy.
• Pipeline Management: Maintain accurate sales forecasts and manage all sales activities in CRM tools like Salesforce.

Qualifications

• 10+ years of experience in enterprise software or SaaS sales.
• Fundamental knowledge of AI, machine learning, data analytics, and cloud technologies.
• Proven track record of success in all aspects of the sales cycle, from new business development to renewals.
• Strong communication and relationship-building skills, with the ability to engage with a wide range of stakeholders, including C-level executives.
• Excellent problem-solving skills and the ability to deeply understand customer business needs.
• A strong commitment to meeting and exceeding sales targets and a high degree of autonomy.
• Account, opportunity and forecast management by SFDC and MEDDICC methodology.
• Presentation and demonstration skills for business meetings.
• Manufacturing, Telecom/Utilities and Healthcare industry experience.

Requirements

• Quota Attainment: Achievement rate against annual and quarterly revenue targets.
• Large deal oriented: Pursue the large enterprise deal including products and services.
• Pipeline Generation: Number and value of new and upsell opportunities created.
• New Customer Acquisition: Number of new accounts closed.
• Upsell and Cross-sell Revenue: Revenue generated from expanding existing customer contracts.
• Renewal Rate: Percentage of renewed contracts (G$R, N$R) within the assigned customer base.
• Sales Cycle Length: Average time from initial engagement to closed-won deal.
• Pipeline Health: Progression of opportunities through the sales stages and accuracy of future revenue forecasts.

Benefits

• Medical, Dental & Vision Insurance
• Flexible Time Off Program
• Paid Holidays
• Paid Parental Leave
• Global Employee Assistance Program (EAP)
• And more!