Senior Sales Executive

About SDG Group

SDG Group is a global consulting firm specialized in Data, Analytics & AI. We unlock organizations’ potential and hidden value by offering in-depth expertise that empowers business models to become successful data-driven enterprises. Innovation is in our DNA, with cutting-edge laboratories, advanced analytics, and AI technologies that accelerate clients’ data transformation journeys. SDG operates on a model of Triple Expertise — combining deep industry domain knowledge, technological proficiency, and strategic partnerships with leading software providers such as Snowflake, Matillion, Databricks, and Microsoft. With proven experience across 700+ clients, we deliver tailored Data & AI solutions across diverse industries. Our unique IP includes over 50 technology accelerators, frameworks, and tools to fast-track implementation. We maintain strong alliances with major AI hyperscalers like Microsoft, Google, and AWS, and are recognized globally as a top leader in Data and AI services. Our AI practice is anchored by Orbitae®, SDG’s agentic AI brand, and INSIGHTGEN®, together with 50+ accelerators and industry agent frameworks that shorten the distance between fragmented enterprise data and deployed, governed AI agents — in the cloud, on-premises, or in hybrid and sovereign environments.

Position Overview

The Senior Sales Executive is a quota-carrying hunter responsible for building pipeline and closing services revenue in a defined U.S. region — East or Central. This is a front-line seller role inside the U.S. Sales & GTM organization, focused on execution, deal ownership, and revenue production. Scope of territory: named enterprise and upper mid-market accounts within the region across priority industries — Retail and Consumer Products, Healthcare and Life Sciences, Public Sector, and Manufacturing and Industrial. The seller owns new logo acquisition and expansion within assigned accounts, carries an annual services bookings quota, and is measured on closed-won revenue, pipeline coverage, and new logo count. Scope of offering: the full SDG portfolio, led by agentic AI, data modernization, and semantic layer implementation programs delivered on Snowflake, Databricks, Microsoft, AWS, and GCP ecosystems. This role sells alongside and with partners, generating self-sourced pipeline and co-selling with partner account executives without SDR support.

Responsibilities

• Own the number: Carry and deliver an annual services bookings quota for the assigned region, accountable for both new logo acquisition and expansion within named accounts.
• Generate self-sourced pipeline: Build and maintain 3x qualified pipeline coverage through direct prospecting, executive networking, partner co-sell, industry events, and marketplace-sourced demand.
• Drive partner co-sell: Build and maintain working relationships with partner field sellers and solution engineers across Snowflake, Databricks, Microsoft, AWS, GCP, and the broader ISV ecosystem; run joint territory planning and pipeline reviews; target partner-sourced or partner-influenced pipeline as a meaningful share of the annual number.
• Protect and grow the base: Partner with Account Leaders and Delivery Managers to run structured quarterly business reviews on MSA accounts, surface expansion signals early, and convert them into qualified opportunities before they reach procurement.
• Command the deal: Own opportunities end to end — discovery, qualification, business case development, solution alignment with pre-sales and delivery, commercial structuring, pricing, negotiation, and close; apply a consistent qualification discipline (MEDDPICC or equivalent).
• Sell at the executive level: Lead business outcome conversations with CIOs, CDOs, CFOs, and line-of-business executives — commercial operations, supply chain, revenue growth management, medical affairs, and program leadership — without requiring an architect in the room for the first meeting.
• Forecasting and CRM discipline: Maintain accurate weekly forecasts, opportunity stages, close plans, and CRM hygiene to support organizational visibility and revenue planning.

Core Requirements

• Experience: 5–8 years of quota-carrying enterprise or consulting services sales experience in data, analytics, AI, or digital transformation, with a documented record of consistent quota attainment; must have owned a number and built their own pipeline.
• Location: Based in the East Region (New York / New Jersey metro) or the Central Region (greater Chicago), with hybrid work and 30–50% travel within territory as client demand requires.
• Deal Range: Proven ability to sell both fast, fixed-fee productized engagements ($75K–$250K, closing in 30 to 60 days) and multi-phase transformation programs ($1M+, multi-stakeholder, multi-quarter); experience moving clients from time-and-materials staffing models to outcome-based commercial structures is strongly preferred.
• Partner Co-Sell: Demonstrated track record of generating partner-sourced pipeline with hyperscalers and ISVs — Snowflake, Databricks, Microsoft, AWS, GCP, or comparable ecosystems — including working directly with partner field sellers.
• Commercial Rigor: Disciplined use of a qualification methodology (MEDDPICC, Command of the Message, Challenger, or equivalent), accurate forecasting, and rigorous CRM hygiene.
• Collaborative Mindset: Demonstrated collaboration with consulting, delivery, pre-sales, and alliance teams, including clean sales-to-delivery handoffs and shared accountability for client outcomes.
• Entrepreneurial Spirit: A builder mindset suited to a firm in active transformation — comfortable selling new offers before the category is established, operating without SDR support, and creating structure where none exists.
• Communication: Excellent written and verbal communication with proven executive presence and the ability to build a business case that survives CFO scrutiny.
• Education: Bachelor’s degree required; MBA or equivalent advanced degree a plus.

Preferred Qualifications

• Prior experience at a global systems integrator, hyperscaler, data platform vendor, or a high-growth boutique AI or analytics consultancy.
• An existing regional network of client executives and partner sellers that can be activated in the first two quarters.
• Experience selling into marketplace motions (Snowflake, AWS, Azure) or through private offers.
• Experience selling AI infrastructure, sovereign AI, or on-premises accelerated computing solutions.