Enterprise Account Executive

New York | Full-time | $200,000–$360,000 OTE About the roleMost sales roles ask you to sell a tool. This one asks you to change how organisations think.PAIR is the missing layer between AI tool deployment and measurable business outcomes. We work with ambitious organisations on both sides of the Atlantic, helping them turn AI investment into workforce-level adoption and tangible value. Carlos Espinal, Managing Partner at Seedcamp, recently described PAIR’s commercial progress as:“The growth you’ve built here is real, and rare.”This is an early commercial role in our US team. You will be one of our first sellers on the ground in New York, opening a new market for a company that has already built strong traction in the UK.You will hunt, land new enterprise customers and help establish how PAIR sells in America. The deals you close will influence how thousands of people work with AI. You will also have a meaningful role in shaping PAIR’s US sales motion as the team grows. I look forward to reading your application! ElenaCommercial Director, PAIR ---------------------- What our AEs say“What I love about working in this team is that it is full of hugely ambitious people who are thoughtful, conscientious and hold themselves to an incredibly high standard of accountability.” “What makes PAIR so exciting is the incredible personal growth, the opportunity to work alongside exceptional leaders and the chance to help shape a category in its early stages.” What you will own Build and convert your pipelineDevelop a healthy enterprise pipeline across your assigned verticals. Identify priority accounts, create multi-threaded routes into them and maintain disciplined opportunity management.Create demandGenerate your own pipeline through your network, targeted outbound, partners and events. Many of the organisations we want to work with will not yet be actively looking for an AI transformation platform.Run rigorous discoveryUnderstand the customer’s workflows, AI maturity, constraints and stakeholder dynamics. Turn what you learn into a clear value hypothesis with measurable organisational outcomes.Sell the outcomeYou will articulate how PAIR helps organisations turn AI deployment into governed, measurable and sustained changes in how work gets done.Land meaningful enterprise contractsStructure deals for scale and longevity. Multi-year agreements are our default, and we want every initial contract to reflect the size of the underlying opportunity.Navigate complex organisationsBuild relationships across the C-suite, Data, IT, Security, HR, L&D, Operations, Innovation and Procurement. Maintain commercial momentum through legal, security and vendor due diligence.Help build the US motionBring back market intelligence, objections and customer evidence that improve our positioning, product and commercial approach. The saleThis is not a generic SaaS demonstration.The conversation begins with the customer’s AI strategy: what they have deployed, how people are using it, what is creating value and where progress has stalled.From there, the discussion moves to the organisational challenge. How does a large enterprise embed AI into real workflows, help people change how they work, govern that change and demonstrate a return on its investment?PAIR gives leaders the evidence and support needed to answer those questions continuously as the technology evolves.You will become a trusted adviser to customers on AI in the workplace. You must be able to hold credible conversations with a CHRO, CIO, CISO and Procurement lead, often within the same deal.Sales cycles typically range from four weeks to several months. Deals are multi-stakeholder, commercially complex and require disciplined follow-through. About youYou are self-sufficient. You prepare properly, follow through and move opportunities forward without needing to be chased.You can communicate clearly with senior executives, both in writing and in the room. You simplify complexity without losing substance or overselling.You are curious about AI outcomes as an organisational problem. You follow how large organisations are deploying AI, form your own views and bring those views into customer conversations.You are comfortable joining early, building pipeline from the ground up and operating without the infrastructure of a large established sales organisation. Must-have experienceAt least 3 years closing enterprise software or AI deals in the USEvidence of multi-threaded, new-logo execution and consistent quota attainmentDiscovery-led, consultative selling focused on change and business outcomesDisciplined pipeline management and credible forecastingExperience navigating C-suite, Procurement and technical stakeholdersStrong commercial judgement across proposals, statements of work and negotiationEvidence of building pipeline independentlyFamiliarity with enterprise AI tools and the wider AI ecosystem Useful additional experienceSelling AI, workforce transformation, change management or adoption programmesAn existing New York enterprise network, particularly across financial services, professional services, technology or mediaWorking as an early or founding seller in a new marketManaging vendor-risk reviews, DPAs and security questionnaires About PAIRWe make AI work for humans. PAIR is the AI platform for enterprise. We turn AI tool deployment into measurable business outcomes.We help organisations build capability, scale valuable use cases and manage a workforce increasingly made up of humans and AI agents. The platform gives leaders the evidence needed to understand adoption, measure impact and make better investment decisions.We believe humans should remain the main characters. AI is an extraordinary tool, but the organisations that thrive will combine the best of human intelligence with the best of artificial intelligence. How we workWe are a disciplined team with high standards and a bias towards action. We give people trust, responsibility and clear outcomes. In return, we expect ownership, professionalism and pace.The US team remains closely connected to the UK. You will spend time with colleagues in London at important company moments, and members of the UK leadership team regularly work from New York. The detailsLocation: New York, in office and customer-facing timeWork authorisation: You must already be authorised to work in the USStart date: As soon as possibleReporting to: Commercial DirectorEmployment: Full-time, permanentApply here: https://forms.office.com/e/eGCw297RuW