Senior Account Executive (AI & Data Intelligence)

Job Description

The Senior Account Executive is responsible for driving new business and expanding strategic customer relationships within a defined enterprise territory. This role partners with executive stakeholders to help organizations modernize their data and AI strategies through trusted data intelligence.

What You'll Do

• Drive Enterprise Growth
  • Own new logo acquisition and expansion within a defined territory.
  • Develop and execute strategic account plans that identify whitespace, drive pipeline, and accelerate revenue growth.
  • Lead complex, multi-threaded enterprise sales cycles from discovery through negotiation and close.
  • Build trusted relationships with executive and technical stakeholders across customer organizations.
  • Advise Customers on Data & AI Strategy
    • Position Alation as the trusted foundation for data intelligence, governance, and AI adoption.
    • Connect customer business priorities to solutions across Data Catalog, Data Governance, Data Quality, Marketplace, and AI capabilities.
    • Help customers define business cases that align trusted data initiatives with measurable business outcomes.
    • Serve as a strategic advisor to Chief Data Officers, CIOs, analytics leaders, and AI stakeholders.
• Execute with Discipline
  • Consistently manage pipeline, forecasting, and opportunity progression using MEDDPICC, Value Selling, or similar enterprise sales methodologies.
  • Navigate procurement, security, legal, and executive buying processes across complex enterprise organizations.
  • Maintain accurate forecasts and operate with strong pipeline discipline.
• Collaborate Across the Business
  • Partner closely with Deployment Strategists, Solution Engineering, Customer Success, Marketing, and Partner teams to deliver exceptional customer experiences.
  • Leverage relationships across cloud, AI, and data ecosystem partners to expand customer value.
  • Share market insights that help shape product direction and go-to-market strategy.
• Embrace AI-Native Selling
  • Leverage AI to improve account research, prospecting, opportunity strategy, forecasting, and customer engagement.
  • Continuously adopt new tools and best practices that improve productivity and customer outcomes.

What You'll Bring

• 8+ years of enterprise SaaS sales experience, with a proven track record selling complex software into Fortune 1000 organizations.
• Experience selling data, analytics, AI, cloud, infrastructure, or adjacent enterprise technologies.
• Demonstrated success managing complex, multi-stakeholder enterprise sales cycles and consistently exceeding quota.
• Executive presence with the ability to engage CDOs, CIOs, analytics leaders, and line-of-business executives.
• Strong understanding of enterprise data, governance, analytics, AI, or cloud ecosystems.
• Experience with enterprise sales methodologies such as MEDDPICC, Force Management, Command of the Message, or Value Selling.
• Ability to develop strategic account plans and build long-term executive relationships.
• Collaborative mindset with experience working across technical, customer success, and partner organizations.
• Curiosity about AI and a willingness to leverage AI tools to improve sales effectiveness.

Requirements

• Bachelor's degree or equivalent practical experience.

Pay Range

$108,322.00 - $146,235.00