[Hiring] Senior Sales Representative @Latent Engineering Firm LTD

Role Description

You will be leading Archer's sales efforts in the US. It will be your responsibility to identify potential customers, generate the business opportunities, and close them independently. We will provide the support, but the sourcing and playbook are on you.

You will be selling AI transformations to senior-level executives (CEO, CIO, COO, and CDO) who control the budgets and carry the organizational authority required to make these types of engagements successful. Your goal will be long, ongoing projects with credible companies, and not short pilots or POCs that will never see the light of day.

Your focus will be new logos, which means the executives you will meet have heard many AI pitches, and most have already lived through an implementation that failed. To overcome this hurdle, you will work closely with our Engagement Lead and technical leadership to understand what makes our solutions work where others fail. Being a good pitcher will not work here. You are expected to truly understand our company's essence and to be able to articulate it.

Time will be your main constraint; you will qualify hard and disqualify early. Once a deal is signed, you will hand it to the Engagement Lead and go find the next one.

What You'll Do

• Pipeline & Business Development
  • Independent Pipeline Generation: Generate a sales pipeline through professional networking, cold outreach, industry events and partnerships.
  • Opportunity creation: Identify operational challenges clients are experiencing and present them as proposed projects rather than responding to pre-defined client requests.
• Sales Execution
  • Full Cycle Ownership: Manage the full sales cycle, including initial meetings, discovery, project scoping in collaboration with our engineering team and contract signature.
  • Executive Level Engagement: Engage primarily with C-level executives and maintain a focus on business outcomes and ROI rather than technical features and AI model name dropping.
• Cross Functional Collaboration
  • Engineering Collaboration: Collaborate with engineering leadership to define project scope, timeline and commercial terms that can be reliably delivered.
  • Clean Handoff: Transfer all relevant information, including client context, expectations, and commitments made to the engagement lead upon deal closure. Continued involvement in the executive relationship may be appropriate where it supports future business.
• Market Intelligence & Process Ownership
  • Market Feedback: Report market feedback to internal stakeholders, including client requirements, competitor positioning, and reasons for lost deals.
  • Process Foundation: As the first hire in this role, establish sales processes and practices that will serve as the foundation for future sales hires.

Qualifications

• 8+ years of selling complex, high value B2B solutions, with a demonstrated track record of new client acquisition rather than account management.
• Proven experience selling to C-level executives, including closing deals of $500,000 or more.
• Experience with AI, through prior sales experience with AI, data, or ML platforms, or through a solutions engineering, pre sales or delivery related role at an AI company.
• Able to engage confidently in technical discussions and to distinguish between a demonstration/POC and a system in production.
• Experience in a quota carrying sales role within a service based business (professional services, system integration, or delivery intensive software) including an understanding of project scoping, effort estimation, margin and the operational impact of overpromising to clients.
• Experience developing a sales pipeline in a new or emerging market without an established sales process.
• Business level fluency in English.