Account Executive (Northern California) [Remote]

Come and change the world of AI with the Kumo team! The creation of the data warehouse emerged to solve the analytics problem of large amounts of data. Now, we’ve moved from megabytes to gigabytes to terabytes of data storage with no end in sight and companies invest millions of dollars to store and organize that data and only leverage a fraction of it for machine learning. With Kumo, we are building the first data platform to seamlessly allow machine learning over data warehouses for faster, simpler, and smarter predictions to combat data waste and maximize data value. Query the future with Kumo.

As an Account Executive at Kumo, you will be responsible for driving new business opportunities, managing the entire sales cycle, and building lasting relationships with potential clients. You will engage with enterprise-level decision-makers in the AI, machine learning, and data analytics spaces, presenting Kumo’s innovative solutions to help them maximize the value of their data. Your primary focus will be on identifying and converting high-quality leads, collaborating with internal teams to refine our go-to-market strategy, and ensuring clients' needs are met with tailored solutions.

Key Responsibilities

• Sales Prospecting & Lead Generation: Proactively identify, qualify, and engage new business prospects through a combination of cold calling, email outreach, social selling, and networking.

• Sales Cycle Management: Own and manage the entire sales cycle from initial contact to closing, including product demonstrations, proposal development, and contract negotiation.

• Relationship Building: Develop strong, trusted relationships with key stakeholders and decision-makers at client organizations, serving as their primary point of contact for Kumo's solutions.

• Product Knowledge & Consultation: Deeply understand Kumo’s AI and data platform offerings and be able to communicate their value to prospects in a clear, consultative manner. Tailor your pitch to address the unique needs and challenges of each client.

• Collaboration & Pipeline Management: Work closely with the sales, marketing, and customer success teams to ensure smooth handoffs and alignment throughout the customer journey. Maintain accurate records of your sales pipeline in Salesforce.

• Reporting & Metrics: Regularly report on sales activities and progress to management, providing insights on pipeline health and forecasting. Achieve or exceed monthly and quarterly sales targets.

• Customer Success & Retention: While focused on new business, collaborate with customer success teams to ensure a seamless post-sale experience and identify opportunities for upselling or expansion.

• Market Intelligence: Stay current on industry trends, competitor offerings, and customer needs to effectively position Kumo’s solutions in the market.

Basic Qualifications: Must Haves

• Must reside in Northern California.

• 5+ years of proven success in sales, with a strong track record of meeting or exceeding quotas, ideally within SaaS, AI, or data-related technologies.

• Demonstrated ability to build and manage relationships with high-level decision-makers in enterprise organizations.

• Strong communication skills, both verbal and written, with the ability to influence and persuade.

• Strong organizational and time-management skills with the ability to handle multiple opportunities simultaneously.

• Flexibility to work across multiple U.S. time zones and a collaborative approach to working with remote teams.

• Familiarity with CRM tools and sales engagement tools.

Preferred Qualifications (Good to Have)

• Experience selling AI, machine learning, or data analytics products or services.

• Bachelor’s degree in Business, Marketing, or related field.

• Ability to quickly learn and become proficient with new technology and sales tools.

• A self-starter with a strong desire to succeed and grow within a sales organization.

• A genuine passion for AI, data science, and technology.

• Strong problem-solving ability, with an aptitude for creative thinking and solutions.

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.