Senior Account Executive

📋 Description

• • Own the full sales cycle for enterprise deals worth $100K–$1M, from first technical discovery through contract signature and expansion, owning your own pipeline and forecast accuracy.
• • Build and execute a strategic territory plan across the Eastern US that targets automotive OEMs & Tier-1s, aerospace primes, energy companies, and industrial manufacturers who rely on CAD/CAE workflows.
• • Translate complex AI-driven shape-optimization technology into clear business value for VP-level engineering, R&D, and IT stakeholders, running tailored demos and proof-of-concepts that prove ROI within weeks.
• • Partner with Solutions Engineers to configure pilots on customer datasets, ensuring benchmarks exceed traditional simulation speed and accuracy metrics by 10–100× and generating case studies that accelerate procurement.
• • Negotiate multi-year SaaS subscriptions and on-prem licensing agreements, navigating security, legal, and procurement teams while protecting gross-margin targets above 80 %.
• • Travel up to 40 % across the US to client sites, trade shows (SAE, AIAA, ASME), and our Lausanne HQ, building face-to-face trust and gathering market intelligence that feeds the product roadmap.
• • Collaborate with Customer Success to drive 120 %+ net-revenue retention, identifying upsell paths for additional physics modules, cloud credits, and enterprise-wide rollouts.
• • Maintain pristine CRM hygiene in HubSpot, delivering weekly commit forecasts and monthly QBRs that give leadership real-time visibility into a $5 M+ ARR territory.
• • Mentor junior AEs and SDRs, sharing battle-tested discovery frameworks, objection-handling playbooks, and MEDDPICC best practices that lift win rates across the team.
• • Act as the voice of the US market to Product & Engineering, surfacing feature gaps and competitive threats that influence quarterly OKRs and keep Neural Concept two steps ahead.
• • Champion ethical AI adoption, ensuring customers understand data-privacy safeguards and model-interpretability features that meet ITAR, NIST, and SOC-2 requirements.
• • Celebrate wins loudly—whether ringing the gong for a seven-figure aerospace deal or presenting customer success stories at our annual off-site in the Swiss Alps.