Account Executive

📋 Description

• • Join Scale Army as an Account Executive and become a pivotal member of our client's inaugural revenue team, driving the go-to-market strategy for a groundbreaking AI software company. This is a unique opportunity to shape a scalable revenue engine from the ground up, working with a venture-backed organization that has already achieved strong product validation and is poised for significant growth.
• • Our client offers a sophisticated AI platform that empowers mid-market organizations to securely harness the power of multiple leading AI models through a unified interface. This innovative solution eliminates vendor lock-in and enhances privacy, data control, and answer accuracy via an integrated retrieval layer. Early adoption by privacy-sensitive organizations in professional services and regulated industries underscores the immense demand for secure, business-ready AI solutions.
• • As an Account Executive, you will be entrusted with the entire sales cycle, from initial engagement through negotiation and successful closing. This full-cycle role demands a disciplined, structured approach to selling, the ability to independently guide deals to a “ready to sign” stage, and a strong comfort level discussing AI-enabled solutions from a business perspective.
• • You will engage with mid-market decision-makers, employing a consultative sales process to understand their unique challenges and demonstrate how our client's AI platform can provide transformative solutions. Your efforts will be instrumental in converting early traction into a predictable pipeline and substantial revenue, directly contributing to the company’s foundational revenue buildout.
• • Key responsibilities include leading structured discovery conversations to deeply understand prospect needs and effectively qualify opportunities. You will be adept at delivering tailored product demonstrations that resonate with each prospect’s specific workflow and business objectives.
• • A critical aspect of this role involves confidently addressing objections, particularly those related to data privacy, security posture, and the accuracy of AI-generated outputs. You will skillfully navigate pricing discussions and negotiations, working towards securing verbal commitments from clients.
• • Maintaining deal momentum is paramount. This involves establishing clear next steps and ensuring consistent, proactive follow-up throughout the sales process, keeping deals moving forward efficiently.
• • You will be responsible for maintaining a high-quality sales pipeline by ensuring CRM records are accurate and consistently updated. This includes diligently managing deal stages, close dates, and providing accurate forecasts.
• • Strategic prioritization of mid-market opportunities that align with target deal sizes is essential. The focus will be on pursuing high-value deals that contribute to long-term growth objectives, avoiding those that do not align with the company’s strategic vision.
• • Operating with autonomy in a dynamic growth environment is a core expectation. You will be expected to perform effectively with minimal direct oversight, demonstrating a proactive approach to generating outbound activity during periods of fluctuating inbound lead volume.
• • Accountability for activity levels, pipeline health, and overall results is crucial. You will also contribute valuable insights to refine messaging, positioning, and the broader sales strategy, playing an active role in shaping the company's commercial direction.
• • Representing the brand with credibility means communicating clearly and professionally with decision-makers at all levels. You will speak confidently about AI and software solutions, leveraging business acumen rather than requiring deep technical expertise.
• • Building trust with prospects who are navigating complex considerations around privacy, governance, and compliance is a key differentiator. Your ability to address these concerns will be vital to securing new business.
• • Success in this role is defined by consistently advancing qualified mid-market opportunities through the sales pipeline, closing contracts that meet strategic deal size targets, and maintaining disciplined CRM hygiene and accurate forecasting. Reducing the need for leadership involvement in early and mid-stage deal management and making meaningful contributions to revenue growth during this critical scaling phase are also key indicators of success.
• • This is a remote position, open to candidates based in LATAM, Africa, and Eastern Europe, requiring availability during U.S. business hours (9 AM - 5 PM EST) to support U.S.-based clients.