Account Executive

The DataRobot Sales team has a powerful impact on the company’s bottom line — and not just on our own company. The Revenue team also impacts our clients who see extraordinary ROI from our products. Our people sell an industry-defining solution that has the power to change outcomes for organizations all over the globe. And they're backed by a passionate team of top engineering and support professionals who help close complex deals. We provide valuable insights to inform strategic decision-making and drive revenue growth. Job Description: DataRobot delivers AI that maximizes impact and minimizes business risk. Our platform and applications integrate into core business processes so teams can develop, deliver, and govern AI at scale. DataRobot empowers practitioners to deliver predictive and generative AI, and enables leaders to secure their AI assets. Organizations worldwide rely on DataRobot for AI that makes sense for their business — today and in the future. The Account Executive is responsible for generating new business by acquiring net-new customers within assigned territories and/or market segments. This role is focused on high-velocity pipeline creation, qualifying GenAI use cases, and closing initial land deals across DataRobot’s packaged applications and platform offerings. AEs work closely with Business Development Reps, Pre-Sales, Account Managers, and Technical Success Managers to drive early-stage traction and accelerate customer onboarding. Key Responsibilities:

• New Logo Acquisition: Own the full sales cycle for net-new customers, from prospecting and qualification through close.
• Pipeline Generation: Partner with Business Development Reps to prioritize prospective accounts, develop prospecting strategies, and convert qualified buying groups into active opportunities.
• Discovery & Use Case Qualification: Lead discovery to identify business problems and map them to DataRobot’s GenAI solutions, with a hyper-focus on foundational platform and applications, as well as SAP business applications.
• Deal Execution & Forecasting: Manage opportunity progression, pricing, and negotiation; maintain accurate forecasting and CRM hygiene to support predictable growth.
• Solution Selling in a Vertical Context: Leverage light vertical alignment (major/minor model) to tailor messaging and differentiate based on industry-specific needs or language.
• Cross-Functional Handoff to Post-Sales: Ensure smooth transitions post-sale by aligning internal stakeholders (Technical Success Managers, Engagement Directors, Account Managers, etc.) and documenting success criteria.

Knowledge, Skills and Abilities:

• Proven track record of prospecting, qualifying, and closing net-new logos in fast-paced sales cycles
• Experience selling subscription-based SaaS solutions, ideally involving business applications or platform-based tools
• Ability to lead consultative sales conversations around business use cases and ROI, even without deep technical expertise
• Skilled at working cross-functionally with BDRs, presales, and post-sales teams to progress and close complex deals
• Viewed by customers as a trusted advisor who brings relevant insights, not just product pitches

Requisite Education and Experience / Minimum Qualifications:

• 3+ years of quota-carrying sales experience as an account owner in SaaS or enterprise software; familiarity with GenAI or applied AI concepts a plus
• Bachelor's degree or equivalent work experience

The talent and dedication of our employees are at the core of DataRobot’s journey to be an iconic company. We strive to attract and retain the best talent by providing competitive pay and benefits with our employees’ well-being at the core. Here’s what your benefits package may include depending on your location and local legal requirements: Medical, Dental & Vision Insurance, Flexible Time Off Program, Paid Holidays, Paid Parental Leave, Global Employee Assistance Program (EAP) and more! DataRobot Operating Principles:

• Wow Our Customers
• Set High Standards
• Be Better Than Yesterday
• Be Rigorous
• Assume Positive Intent
• Have the Tough Conversations
• Be Better Together
• Debate, Decide, Commit
• Deliver Results
• Overcommunicate

Research shows that many women only apply to jobs when they meet 100% of the qualifications while many men apply to jobs when they meet 60%. At DataRobot we encourage ALL candidates... (DataRobot's equal opportunity statement continues)