Sales Sr. Account Executive - West

Job Description DataRobot delivers AI that maximizes impact and minimizes business risk. Our platform and applications integrate into core business processes so teams can develop, deliver, and govern AI at scale. DataRobot empowers practitioners to deliver predictive and generative AI, and enables leaders to secure their AI assets. Organizations worldwide rely on DataRobot for AI that makes sense for their business — today and in the future. Purpose & Overall Relevance for the Organisation The Senior Account Executive is responsible for generating new business by acquiring net-new customers within assigned territories and/or market segments. This role is focused on high-velocity pipeline creation, qualifying GenAI use cases, and closing initial land deals across DataRobot’s packaged applications and platform offerings. AEs work closely with Business Development Reps, Pre-Sales, Account Managers, and Technical Success Managers to drive early-stage traction and accelerate customer onboarding. Key Responsibilities New Logo Acquisition: Own the full sales cycle for net-new customers, from prospecting and qualification through close. Pipeline Generation: Partner with Business Development Reps to prioritize prospective accounts, develop prospecting strategies, and convert qualified buying groups into active opportunities. Discovery & Use Case Qualification: Lead discovery to identify business problems and map them to DataRobot’s GenAI solutions, with a hyper-focus on foundational platform and applications, as well as SAP business applications. Deal Execution & Forecasting: Manage opportunity progression, pricing, and negotiation; maintain accurate forecasting and CRM hygiene to support predictable growth. Solution Selling in a Vertical Context: Leverage light vertical alignment (major/minor model) to tailor messaging and differentiate based on industry-specific needs or language. Cross-Functional Handoff to Post-Sales: Ensure smooth transitions post-sale by aligning internal stakeholders (Technical Success Managers, Engagement Directors, Account Managers, etc.) and documenting success criteria. Knowledge, Skills and Abilities Proven track record of prospecting, qualifying, and closing net-new logos in fast-paced sales cycles Experience selling subscription-based SaaS solutions, ideally involving business applications or platform-based tools Ability to lead consultative sales conversations around business use cases and ROI, even without deep technical expertise Skilled at working cross-functionally with BDRs, presales, and post-sales teams to progress and close complex deals Viewed by customers as a trusted advisor who brings relevant insights, not just product pitches Requisite Education and Experience / Minimum Qualifications 8+ years of quota-carrying sales experience as an account owner in SaaS or enterprise software; familiarity with GenAI or applied AI concepts a plus Bachelor's degree or equivalent work experience The talent and dedication of our employees are at the core of DataRobot’s journey to be an iconic company. We strive to attract and retain the best talent by providing competitive pay and benefits with our employees’ well-being at the core. Here’s what your benefits package may include depending on your location and local legal requirements: Medical, Dental & Vision Insurance, Flexible Time Off Program, Paid Holidays, Paid Parental Leave, Global Employee Assistance Program (EAP) and more! DataRobot Operating Principles Wow Our Customers Set High Standards Be Better Than Yesterday Be Rigorous Assume Positive Intent Have the Tough Conversations Be Better Together Debate, Decide, Commit Deliver Results Overcommunicate All DataRobot hires are required to complete a background check prior to starting employment, which includes identity verification, criminal history check, employment verification and education verification. Additionally, all DataRobot employees must be available to attend in-person company trainings and meetings. Research shows that many women only apply to jobs when they meet 100% of the qualifications while many men apply to jobs when they meet 60%. At DataRobot we encourage ALL candidates, especially women, people of color, LGBTQ+ identifying people, differently abled, and other people from marginalized groups to apply to our jobs, even if you do not check every box. DataRobot is proud to be an Equal Employment Opportunity and affirmative action employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. DataRobot is committed to working with and providing reasonable accommodations to applicants with physical and mental disabilities. Please see the United States Department of Labor’s EEO poster and EEO poster supplement for additional information. All applicant data submitted is handled in accordance with our Applicant Privacy Policy. #J-18808-Ljbffr