Account Executive

Account Executive

We're looking for an Account Executive to help drive Rainbird's next stage of growth in the US. This is a chance to join a company redefining how enterprises use AI for the decisions that matter most. If you want to sell technology that actually solves the trust, accuracy, and compliance problems holding organizations back from adopting AI at scale, you'll fit right in. You'll be part of a focused, ambitious team, working in a fast-moving environment where ownership is expected and impact is obvious.

Contract Type: Permanent, Full Time Location: New York, Philadelphia, Boston, Washington, DC – Hybrid Package: Competitive

About Rainbird

Rainbird is redefining explainable AI. Our platform enables organizations to build deterministic, transparent decision-automation systems for industries where accuracy, trust, and accountability matter most – including healthcare, banking, insurance, and professional services.

At the heart of Rainbird is a symbolic reasoning engine that makes every automated decision fully transparent, auditable, and justifiable. We empower enterprises to scale their expertise, combining human insight with machine precision.

We're growing fast in the UK and US, and this is an opportunity to join a mission-driven team shaping the future of trusted AI. You'll thrive in a fast-evolving environment, working closely with colleagues remotely both here and in the US – adaptability is the name of the game… If this sounds like you, we'd love to hear from you!

Why Rainbird?

Impactful work : Help some of the world's biggest enterprises solve complex, high-stakes business problems.

Cutting-edge technology : Work at the intersection of symbolic reasoning, large language models, and explainable AI.

Growth & learning : Accelerate your career with hands-on experience in knowledge modelling, decision automation, and hybrid AI.

Remote-first culture : Work flexibly from anywhere, supported by a collaborative, inclusive, and curious global team.

Great benefits : Competitive pay, generous vacation allowance and opportunities to lead in a rapidly expanding company.

Role Specification

As one of the first Account Executives in a fast-scaling SaaS AI business, you will play a foundational role in shaping our commercial success and helping enterprises transform how they make mission-critical, transactional decisions using Rainbird's unique decisioning platform. Our platform supports high-stakes, regulated use cases across Banking & Financial Services, Healthcare, and Government – industries where accuracy, trust, and accountability are paramount.

This role requires a seller who thrives in a start-up environment, works with intense self-reliance, and builds pipeline and deal momentum with creativity, grit, and resilience. You will drive a direct enterprise sales motion that is strictly value-based, consultative, and centered on a specific set of targeted use cases. Your success hinges on your ability to attract and develop high-quality opportunities, navigate a transformational sale, overcome predictable objections, and forecast deals based strictly on their MEDDPIC fundamentals.

Key Responsibilities

1. Meet and Exceed Sales Quota

• Own and exceed an annual enterprise SaaS quota through disciplined, high-impact sales motions.
• Drive full-cycle ownership from prospecting to close, with an emphasis on self-sourced and partner-sourced pipeline.
• Maintain a high standard for pipeline coverage, deal hygiene, and forecasting accuracy.

2. Run a Value-Based, Consultative Enterprise Sale

• Engage senior stakeholders (Ops, Risk, Compliance, IT, and the C-suite) with a compelling value narrative tied to measurable business outcomes.
• Lead structured discovery to uncover operational pain points, decisioning challenges, quantifiable inefficiencies, and enterprise ROI drivers.
• Partner closely with Presales to build outcome-focused solution designs that resonate with regulated-industry buyers.
• Develop business cases, impact models, and executive-ready value narratives that validate the "why now" for enterprise adoption.

3. Navigate a Transformational, High-Change Sales Motion

• Manage the predictable objections associated with high-impact AI adoption (trust, explainability, change management, complexity, risk).
• Build internal champions and multi-thread accounts to align stakeholders and mitigate enterprise friction points.
• Create urgency in organizations that are traditionally risk-averse or change-resistant.
• Orchestrate the deal across legal, security, compliance, procurement, and executive layers.

4. Execute with MEDDPIC Rigor

• Rigorously qualify opportunities using MEDDPIC and maintain clear visibility into deal gaps, risks, and next steps.
• Clearly articulate metrics, economic buyer alignment, decision criteria/process, pain points, champion strength, and competitive positioning.
• Hold yourself accountable for forecast accuracy based strictly on MEDDPIC evidence, not optimism.
• Use MEDDPIC to coach internal teams, ensuring consistent deal execution across presales and leadership.

5. Build and Shape Our Early-Market Presence

• Actively identify, pursue, and nurture opportunities within our Total Addressable Market and prioritized use cases.
• Develop territory strategy, account plans, and engagement sequences that reflect creativity and ownership.
• Provide structured, actionable feedback to leadership on market trends, buying behavior, competitive dynamics, and positioning.
• Participate in building the early commercial "muscle" of the business—processes, messaging, playbooks, and best practices.

6. Be a Resourceful, High-Grit, Early-Stage Seller

• Operate hands-on in a startup environment with limited resources and evolving GTM processes.
• Demonstrate resilience under pressure, maintaining high productivity even without mature support structures.
• Collaborate cross-functionally with Product, Marketing, Presales, Partner teams, and Delivery to unblock deals and accelerate cycles.
• Model the sense of urgency, accountability, and adaptability expected in an early-stage environment.

Skills & Qualifications

Essential

• Proven track record of meeting or exceeding enterprise SaaS quota in complex sales cycles (typically $200k+ ACVs).
• Strong value-based selling capability with experience building ROI models and business cases for executive buyers.
• Hands-on proficiency with MEDDPIC (or equivalent) for rigorous qualification, deal management, and forecasting.
• Demonstrated ability to sell into regulated industries (BFS, Healthcare, or Government) with multi-threaded stakeholder engagement.
• High grit, self-reliance, and ability to operate effectively in an early-stage, resource-constrained startup environment.
• Strong executive presence and communication skills, with the ability to challenge customer thinking and lead transformational sales conversations.

Preferred

• Experience selling AI/ML, automation, analytics, or decision platform technologies.
• Prior success as part of the "first sales cohort" or early GTM team at a Seed–Series B SaaS company.
• Familiarity with mission-critical, transactional workflows such as underwriting, claims, financial crime, case management, or government service decisions.
• Experience co-selling with partners or navigating enterprise partner ecosystems.
• Strong outbound capability and ability to self-generate significant pipeline in a defined TAM and use-case landscape.
• Ability to contribute to building sales playbooks, messaging frameworks, and early GTM processes.

What Success Looks Like

• You consistently hit or exceed quota through disciplined, value-based enterprise selling.
• You operate independently, with a strong partially self-generated pipeline in the right industries and use cases.
• Your deals are forecasted accurately and transparently according to MEDDPIC.
• Buyers consistently view you as credible, strategic, and deeply aligned to their mission-critical challenges.
• You become a trusted advisor to prospects navigating complex decisioning and change management environments.
• You help lay the foundation for a world-class enterprise sales organization.

Rainbird is an equal opportunities employer.