Enterprise Account Executive

The training data lifecycle is complex - the journey from data collection to delivery is resource-heavy and time-consuming. In the ever-changing world of AI, Sama’s vision is to be a partner in managing the complete ML lifecycle. Today we focus on data annotation, and validation, fine-tuning and model evaluation for companies like Google, Microsoft, and Nasa building state-of-the-art AI. As a Forbes Top 50 AI company to watch, we are the only AI company certified as a B-Corp to continue to build on our social mission to “give work.”

In this role as a driven Enterprise Account Executive,  you will be responsible for helping to grow one of our key verticals (Consumer Tech, Autonomous Vehicles, Retail & eCommerce). You have a history of selling complex solutions. Being tech-savvy, strategic, and action-oriented within your book of business is second nature to you. You will be a part of our growing sales team that is expanding a disruptive technology in Computer Vision and Generative AI.. Our ideal candidate will have deep experience selling a SaaS solution to a technical buyer and an ability to develop and navigate senior client relationships resulting in $1M+ annually in new account wins. 

Key Responsibilities: 

• Be responsible for the full sales cycle, from prospecting to close; analyzing, building and managing a sales pipeline with a highly complex and technical, multi-stakeholder  sales process.
• Become a strong solutions seller with depth  in Generative AI and  Computer Vision, and understand the ML lifecycle from start to finish.
• Deep dive into clients’ and prospects’ ecosystems and communities: Attend conferences, join forums, host webinars and marketing events, and leverage social media to show thought leadership
• Own a $1-$2M annual quota focused on net-new revenue across AI platform subscriptions, services, and pilots
• Consistently deliver 100–120%+ attainment on quarterly bookings targets
• Build and maintain 3x pipeline coverage through strategic outbound prospecting, AI use-case targeting, and cross-functional support
• Manage 30–40 active deals per quarter, progressing through technical evaluation, procurement, and legal stages
• Lead 6–10 qualified discovery calls per week, tailoring outreach to business and technical buyers (VPs of Data, AI, Engineering)
• Conduct compelling discovery and scoping calls often in collaboration with solutions engineers, showcasing measurable value (e.g., data quality)
• Accelerate sales velocity: average sales cycle  <120 days for enterprise engagements
• Maintain a win rate of >25% on sales-qualified opportunities by positioning differentiated capabilities (e.g., human-in-the-loop annotation, foundation model fine-tuning, GenAI pipelines)
• Work closely with Solutions to craft proposals 
• Use Salesforce and Gong to track funnel health, improve conversion at each stage, and forecast revenue within ±10% accuracy

Nice to Have

• Exposure to enterprise AI environments (e.g., computer vision, natural language processing, foundation models)
• Experience using or selling into AI infrastructure providers (e.g., AWS, Azure ML, Databricks, Scale AI, Labelbox)
• Familiarity with sales methodologies like MEDDIC or Challenger

Minimum Qualifications:

• 3–7 years of quota-carrying B2B sales experience, with at least 1–2 years selling AI/ML, data platforms, or analytics solutions in Enterprise environments
• Proven track record of meeting or exceeding quota in a high-velocity or enterprise sales environment
• Familiarity with AI/ML buyer personas and use cases such as model training, data labeling, synthetic data, LLM evaluation, or AI governance
• Excellent communication and storytelling skills with ability to engage technical and business stakeholders alike
• Proficiency with Salesforce, LinkedIn Sales Navigator, and sales enablement platforms (e.g., Gong)
• Understanding of AI procurement dynamics including pilots, data privacy, IP rights, and technical validation cycles
• Previous experience selling a complex solution to technical buyers in one of our key sectors is preferred. 

Preferred Qualifications:

• Growth-oriented while able to have fun at the same time
• Genuine interest in learning about new technologies - especially AI and generative AI
• Deep commitment to building an ethical, world-class company with technology at its core
• Ability to navigate a fast-paced environment with a high level of ambiguity 
• Startup experience preferred 
• Familiarity with sales methodologies like MEDDIC or Challenger
• You embody our Sama values, exemplifying Grit, Integrity, Get things done (GTD), and Humanity