Enterprise Account Executive (new logo)

Core responsibilities

• Own your pipeline. Build and convert a healthy enterprise pipeline of new-logo accounts in your assigned vertical(s). Identify ICP accounts, build multi-threaded entry points, and maintain rigorous stage discipline.
• Create demand. Generate your own pipeline. Use your network, outbound, partners and events to open conversations with accounts that are not yet looking for us.
• Run discovery that gets to the real problem. Lead structured conversations to understand workflows, constraints, AI readiness and stakeholder dynamics. Translate findings into a value hypothesis with measurable outcomes we can drive through our platform.
• Sell the outcome, not the feature. Articulate a cyclical journey to building an AI-native teams. Secure consensus on success metrics before the deal closes.
• Land as big as possible. Structure deals for scale and longevity. Multi-year commitment is our default. Set every account up so the Account Manager can expand it, and share accountability for that growth.
• Navigate complex organizations. Map and engage C-suite, Data/HR/L&D/IT/Security, Operations and Innovation. Keep momentum through procurement, legal and due diligence without losing commercial pace.
• Hand over cleanly. Treat the handover to Account Management and the AI Adoption Team as part of your job. A customer who succeeds is the foundation of everything that comes next.
• Feed the GTM loop. Share market intel and customer feedback that sharpens messaging, informs the product roadmap, and helps us build the US motion as we scale.

The sale

This is not a CRM demo or a generic SaaS pitch. The conversation starts with AI, where your customer is today, what they have tried, what hasn’t landed, and why. From there it moves to AI adoption: the organizational challenge of embedding new capability into real workflows, at scale, in a way that sticks. PAIR enters as the solution to that challenge: the layer that makes adoption measurable and sustainable.

You become a trusted advisor to your clients on all things AI in the workplace. You shape their thinking, not just their procurement. That requires curiosity, commercial discipline, and the ability to hold a credible conversation with a CHRO, a CTO and a procurement lead, often in the same week.

Cycles range from 4 weeks to a few months. Deals are multi-stakeholder and multi-threaded.

About you

• You are self-sufficient. You prepare well, follow through, and move deals forward without needing to be chased. You are comfortable being early on the ground, with the ambiguity and the upside that comes with building a market.
• You communicate clearly at executive level: concise in writing, confident in conversation, able to simplify complexity without overselling. You understand the value PAIR provides and can educate and articulate what that means to a skeptical buyer.
• You are curious about AI adoption as an organizational challenge you want to help solve. You follow how AI is being adopted in large organizations, form your own views, and bring those views into customer conversations.
• You hold yourself to high standards. Must-have experience: 3+ years closing enterprise software or AI deals in the US market, with evidence of multi-threaded, new-logo execution and consistent quota attainment. Discovery-led, consultative selling; comfortable selling change and outcomes, not just features. Disciplined pipeline management and forecast accuracy. Confident navigating C-suite, and procurement stakeholders. Strong commercial acumen: proposals, statements of work, negotiation. Comfort building pipeline from scratch in an early-stage or new-market environment. Familiarity with enterprise AI tooling and ecosystems.
• Nice to have: Experience selling AI adoption, workforce transformation, change management or adoption programs. An existing New York enterprise network across financial services, professional services, technology or media. Experience as an early or founding seller in a US go-to-market build-out. Comfort with vendor risk reviews, DPAs and security questionnaires.

About PAIR

PAIR is the AI adoption platform for enterprise. We turn AI tool deployment into measurable business outcomes. We solve the hard problems of enterprise AI adoption: building capability, scaling use cases, and managing a future workforce of humans and agents. All of it underpinned by ROI, measurement, and smarter investment decisions. Our belief: Humans should remain the main characters. AI is an extraordinary tool, but the organizations that will thrive are those that pair the best of human intelligence with the best of artificial intelligence. That belief is at the heart of every conversation we have with customers, and we want it at the heart of how you sell.

Compensation and benefits

Compensation and benefits: Base and OTE: We benchmark US roles against New York tech market data and pay competitively for the right hunter. Indicative working range for this profile is $100,000–$130,000 base with double OTE, depending on seniority and enterprise depth.