PAIR

AI adoption platform with role-specific training

Enterprise Account Executive

Account ExecutiveUpdated on Nov 13

Full-timeLondon, UK£160k - £236k /yrHybrid

About the Job

Requirements

Consistent success closing complex, multi-stakeholder enterprise deals, with individual quota achievement and disciplined pipeline management.
Experience with discovery-led, consultative selling and confidence engaging executive, technical, and procurement stakeholders.
Strong commercial judgement across proposals and negotiations.
Curiosity about AI and interest in forming a point of view on how AI changes the way organisations work.

Responsibilities

Build and convert pipeline within assigned accounts or verticals, with approximately 80% self-generated pipeline and support from marketing, leadership, and partnerships.
Build a focused enterprise pipeline and lead discovery to uncover workflows, constraints, AI readiness, and stakeholder dynamics; qualify opportunities rigorously, create clear mutual action plans, and produce reliable forecasts.
Translate customer challenges into measurable outcomes such as time saved, improved quality, and reduced risk, and build proposals and statements of work that link commercial terms to adoption outcomes.
Navigate C-suite, HR, IT, Security, Operations, Procurement, and Legal stakeholders through complex deals.
Partner with AI Adoption and Customer Success teams to hand over customers for renewal and expansion.
Contribute market insight to how the company sells, what it builds, and how it communicates, with potential to help shape go-to-market strategy and the category as the company grows.

Desired Qualifications

Background in enterprise software, AI, consulting, or transformation services.
Experience in workforce adoption, regulated sectors, vendor-risk reviews, or enterprise AI ecosystems.

We're hiring an Enterprise Account Executive to win complex enterprise deals with organisations that want to become AI-native, and to set those customers up to renew and expand.

Most sales roles ask you to sell a tool. This one asks you to change how organisations think and work. Our customers aren’t buying generic training or another software licence - they’re buying a path to becoming AI-native. In 12 months, you’ll have built enterprise relationships that grow over time, and your market insight will have shaped how PAIR sells, what we build and how we talk about it.

This is a new-business role. You’ll start by building and converting pipeline within your assigned accounts or verticals, around 80% self-generated, with support from marketing, leadership and partnerships. Sales cycles run from six weeks to nine months. As we grow, there’s room to help shape our go-to-market strategy and the category itself.

Pipeline and discovery: Building a focused enterprise pipeline and leading discovery that uncovers workflows, constraints, AI readiness and stakeholder dynamics. Good looks like rigorous qualification, clear mutual action plans and forecasts the business can rely on.
The commercial case for change: Translating customer challenges into measurable outcomes such as time saved, improved quality and reduced risk, then building proposals and statements of work that link commercial terms to adoption outcomes. Good looks like customers who know exactly what success means before the deal closes.
Complex deals through to handover: Navigating C-suite, HR, IT, Security, Operations, Procurement and Legal stakeholders, and partnering with our AI Adoption and Customer Success teams on a thoughtful handover. Good looks like customers who renew and expand.

We hire for aptitude, hunger and a bias to action over years of experience. This role works best for someone who wants to sell change and outcomes rather than features, and who cares as much about closing well as closing fast.

You'll bring evidence of:

Consistent success closing complex, multi-stakeholder enterprise deals, with individual quota achievement and disciplined pipeline management
Discovery-led, consultative selling, and confidence with executive, technical and procurement stakeholders
Strong commercial judgement across proposals and negotiations
Curiosity about AI and how it changes the way organisations work - you don’t need to be an expert when you join, but you’ll want to form your own point of view quickly.

Useful but not essential:

A background in enterprise software, AI, consulting or transformation services
Experience in workforce adoption, regulated sectors, vendor-risk reviews or enterprise AI ecosystems

We know great candidates don't always tick every box. If the scope excites you and you think your experience could translate, we'd love to hear from you.

About the Company

PAIR

AI adoption platform with role-specific training

PAIR provides role-specific AI adoption training to help organizations translate AI experiments into everyday, measurable use. It combines hands-on masterclasses with a personalized learning platform that tailors content to each employee’s role and industry, focusing on tools like Microsoft Copilot and ChatGPT, with dashboards to track ROI such as time saved and adoption rates. It differentiates itself by turning AI knowledge into concrete workflows and measurable impact, serving enterprises, public sector bodies, and SMEs, and by partnering with organizations like the British Chambers of Commerce to scale AI education. Its goal is to turn AI’s potential into real performance by delivering practical training that drives widespread, productive use and clear business value.

Company size: Not listed
Company stage: Not listed
Total funding: Not listed
Headquarters: Not listed
Founded: Not listed

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