Enterprise Account Executive

About the job

The training data lifecycle is complex - the journey from data collection to delivery is resource-heavy and time-consuming. In the ever-changing world of AI, Sama’s vision is to be a partner in managing the complete ML lifecycle. Today we focus on data annotation, and validation, fine-tuning and model evaluation for companies like Google, Microsoft, and Nasa building state-of-the-art AI. As a Forbes Top 50 AI company to watch, we are the only AI company certified as a B-Corp to continue to build on our social mission to “give work.”

• Be responsible for the full sales cycle, from prospecting to close; analyzing, building and managing a sales pipeline with a highly complex and technical, multi-stakeholder sales process.
• Become a strong solutions seller with depth in Generative AI and Computer Vision, and understand the ML lifecycle from start to finish.
• Deep dive into clients’ and prospects’ ecosystems and communities: attend conferences, join forums, host webinars and marketing events, and leverage social selling to show thought leadership
• Own a $1-$2M annual quota focused on net-new revenue across AI platform subscriptions and technology services
• Consistently deliver quota attainment on quarterly bookings targets
• Build and maintain 3x pipeline coverage through strategic outbound prospecting, AI use-case targeting, and cross-functional support
• Manage 15-20 active deals per quarter, progressing through technical evaluation, procurement, and legal stages
• Lead 4-5 qualified discovery calls per week, tailoring outreach to business and technical buyers (VPs of Data, AI, Engineering)
• Conduct compelling discovery and scoping calls often in collaboration with solutions engineers, showcasing measurable value
• Accelerate sales velocity: average sales cycle <120 days for enterprise engagements
• Maintain a win rate of >25% on sales-qualified opportunities by positioning differentiated capabilities (e.g., human-in-the-loop annotation, foundation model fine-tuning, GenAI pipelines)
• Work closely with Solutions to craft proposals
• Use Salesforce and Gong to track funnel health, improve conversion at each stage, and forecast revenue within ±10% accuracy

Qualifications:

• 7+ years of quota-carrying B2B sales experience, with at least 1–2 years selling AI/ML, data platforms, or analytics solutions in Enterprise environments
• Proven track record of meeting or exceeding quota in a high-velocity or enterprise sales environment
• Familiarity with AI/ML buyer personas and use cases such as model training, data labeling, synthetic data, LLM evaluation, or AI governance
• Excellent communication and storytelling skills with ability to engage technical and business stakeholders alike
• Proficiency with Salesforce, LinkedIn Sales Navigator, and sales enablement platforms (e.g., Gong)
• Understanding of AI procurement dynamics including pilots, data privacy, IP rights, and technical validation cycles
• Previous experience selling a complex solution to technical buyers in one of our key sectors is preferred.

Preferred Qualifications:

• Exposure to enterprise AI environments (e.g., computer vision, natural language processing, foundation models)
• Experience using or selling into AI infrastructure providers (e.g., AWS, Azure ML, Databricks, Scale AI, Labelbox)
• Familiarity with sales methodologies like Sandler, MEDDIC, or Challenger
• Genuine interest in learning about new technologies - especially AI and generative AI
• Deep commitment to building an ethical, world-class company with technology at its core
• Ability to navigate a fast-paced environment with a high level of ambiguity
• Startup experience preferred
• You embody our Sama values, exemplifying Grit, Integrity, Get things done (GTD), and Humanity