Enterprise Account Executive

About the role

As an , you will own the end-to-end sales cycle for strategic enterprise clients within your assigned territory, acting as the primary point of contact for C-level and executive stakeholders. You will translate complex distributed computing requirements into compelling business value, positioning Anyscale as the indispensable platform for modern ML and infrastructure operations. This role demands a proactive hunter who builds and executes multi-threaded sales strategies to penetrate large, sophisticated organizations. You will leverage deep product knowledge to frame Anyscale's solution set as the critical infrastructure for scaling AI and data-intensive workloads. Success in this position hinges on your ability to foster long-term partnerships, ensuring customer expansion and retention while consistently exceeding aggressive quota targets. You are expected to be a vocal advocate for the customer, aligning Anyscale's roadmap with the client's evolving digital transformation initiatives.

Key facts

What you'll do

• You will architect and execute a comprehensive sales strategy for designated enterprise accounts, translating high-level business objectives into a quantifiable roadmap for Anyscale adoption.
• Achieve sales quotas for named accounts on a quarterly and annual basis by developing a sales strategy in the allocated territory with a target prospect list, and a regional sales plan.
• Develop marketing plans with the marketing team to drive revenue growth, aligning campaign messaging with the specific pain points of enterprise decision-makers.
• Be the trusted advisor to the customer by understanding their existing and future roadmap to drive the Anyscale solution within the marketplace, identifying expansion opportunities across the organization.
• Prospect qualification and the development of new sales opportunities and ongoing revenue streams, utilizing data-driven insights to prioritize high-impact verticals and personas.
• Arrange and conduct initial Executive and CxO discussions and positioning meetings, articulating the strategic advantages of Anyscale in boardroom and C-suite contexts.
• You will sales process management and opportunity closure, navigating complex procurement cycles and stakeholder alignment to secure long-term contractual agreements.
• Ongoing account management to ensure customer satisfaction and drive additional revenue streams, overseeing renewals, upsells, and cross-sell initiatives.
• Be familiar with solution-based approach to selling, have experience managing a complex sales process and possess excellent presentation and listening skills, organization and contact management capabilities.
• Some understanding of the data, compute, ML space and an ability to carry a technical conversation on these topics, enabling you to challenge assumptions and co-develop solutions with engineering stakeholders.
• You will generate meetings, build your own pipeline while running strategy engagements with prospects and potential customers, maintaining a robust top-of-funnel.
• You will experience determining customer requirements and presenting appropriate solutions, tailoring demonstrations to highlight ROI and operational efficiency gains.
• You will analyze competitive landscapes and market trends to refine positioning and ensure Anyscale remains the preferred choice for infrastructure modernization.
• You will collaborate closely with Customer Success and Product teams to provide feedback from the field, influencing product enhancements that drive higher adoption rates.
• You will leverage CRM tools to maintain meticulous records of interactions, forecast accurately, and provide transparent reporting on pipeline health and forecast accuracy.

Requirements

• You need sales process management and opportunity closure, demonstrating a disciplined approach to moving complex deals through defined stages.
• Ongoing account management to ensure customer satisfaction and drive additional revenue streams, focusing on retention and growth metrics.
• Be familiar with solution-based approach to selling, have experience managing a complex sales process and possess excellent presentation and listening skills, organization and contact management capabilities.
• Some understanding of the data, compute, ML space and an ability to carry a technical conversation on these topics, allowing you to engage in meaningful dialogue with data scientists and infrastructure leaders.
• You need we'd love to hear from you if you have a track record of success in driving consistent activity, pipeline development and quota achievement.
• + years of full cycle sales experience selling software or cloud based applications, with a proven ability to manage multiple concurrent opportunities.
• You need emphasis on ML, Cloud, and Infrastructure solutions, showing a passion for the technologies that power the next generation of computing.
• Ability to generate meetings, build your own pipeline while running strategy engagements with prospects and potential customers, ensuring a healthy and diversified funnel.
• You need experience determining customer requirements and presenting appropriate solutions, adapting your narrative to different executive audiences.
• A track record of success in driving consistent activity, pipeline development and quota achievement, backed by verifiable metrics and case studies.

Nice to have

• Preference for candidates who exhibit a genuine interest in open-source ecosystems and the democratization of compute resources.
• Familiarity with the challenges faced by data-intensive enterprises and the bottlenecks associated with legacy infrastructure.

Practical notes

Note: About the company

At Anyscale https://www. Anyscale. com/, we're on a mission to democratize distributed computing and make it accessible to software developers of all skill levels.