Strategic Account Executive - AI Agents

About Us

Observe.

AI is the leading AI agent platform for customer experience. It enables enterprises to deploy AI agents that automate customer interactions, delivering natural conversations for customers with predictable outcomes for the business.

Observe.

AI combines advanced speech understanding, workflow automation, and enterprise-grade governance to execute end-to-end workflows with AI agents. It also enables teams to guide and augment human agents with AI copilots, and analyze 100% of human and AI interactions for insights, coaching, and quality management.

Companies like Door Dash, Affordable Care, Signify Health, and Verida use Observe.

AI to transform customer experiences every day by accelerating service speed, increasing operational efficiency, and strengthening customer loyalty across every channel.

We’re looking for a Strategic Account Executive, AI Agents—a rare combination of builder, operator, and elite enterprise seller. The ideal candidate is someone who:

• Runs toward complexity
• Operates at startup speed
• Owns a business, not a book of accounts
• Excels in high-stakes technical sales cycles

This is not a 9–5 job. This is an opportunity to build a category and influence the direction of enterprise AI adoption. Agentic AI experience is a plus but not required. What matters most is depth in complex enterprise selling, mastery of sales rigor, and a builder’s mindset. If you’re a builder, operator, and elite seller ready to redefine enterprise AI, this is the place to do the best work of your career

• Build and execute territory strategy across enterprise accounts.
• Maintain 4–5x pipeline coverage and deliver predictable outcomes.
• Navigate large matrixed organizations with technical and business stakeholders.

• Own multi-threaded sales cycles involving automation, architecture, workflows, security, and ROI.
• Use advanced sales methodologies (MEDDPICC, Command of the Message, Challenger, SPICED).
• Develop champions and create urgency across C-suite, operations, and IT.

• Leverage a modern sales tech stack (Salesforce, Gong, Outreach, Zoom Info, 6sense, Clari).
• Use GenAI tools + Observe.
  
  AI’s intelligence platform to:
  • Accelerate research, account penetration, and personalization
  • Build repeatable outbound motions
  • Multiply productivity beyond 1 + 1 = 2
  • Strengthen MEDDPICC documentation and deal strategy
  • Enhance storytelling, ROI models, and executive communications

• Establish repeatable patterns and industry playbooks.
• Provide structured insights to Product, Engineering, CX, and Marketing.
• Influence roadmap direction based on customer workflows and technical needs.

• Forecast accurately using Commit, Strong Upside, Upside, Pipeline.
• Drive account planning and expansion strategy.
• Execute land → expand → transform motions inside enterprise organizations.

• 7+ years in enterprise SaaS with complex, technical sales cycles
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• Track record closing high six- and seven-figure enterprise deals in the last 3 years
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• Designing and executing complex deal strategies and technical sales campaigns
• Gathering, distilling, and processing complex market (industry, competitor, customer, prospect) intelligence
• Working cross functionally with Engineering, Product Management, Marketing, and other relevant departments
• Experience selling AI/ML, automation, workflow, infrastructure, or security platforms a major plus.
• Expertise in executive selling, multi-threading, and influencing transformation.

• Mastery in MEDDPICC or similar qualification frameworks.
• Skilled in using modern sales tech + GenAI for non-linear productivity.
• Executive presence with ability to simplify technical value.
• Builder mentality: scrappy, resourceful, resilient.
• High urgency + high accountability.

• Competitive compensation including equity
• Excellent medical, dental, and vision insurance options
• Flexible time off
• 10 Company holidays + Winter Break and up to 16-weeks of parental leave
• 401K plan
• Quarterly Lifestyle Spend
• Monthly Mobile + Internet…