Senior Account Executive

Summary

Join Phaidra, a company building AI-powered control systems for industrial automation, as a Senior Account Executive. You will drive the adoption of Phaidra's AI Factory solutions within enterprise and data center markets, bringing a disruptive technology to market. Responsibilities include strategic account management, new business development, value-based selling, and building strong customer relationships. You will need extensive experience in enterprise software sales and a proven track record of exceeding quotas. The ideal candidate possesses strong technical acumen, exceptional communication skills, and a customer-centric approach. Phaidra offers a 100% remote work environment, competitive compensation and equity, and various benefits including unlimited paid time off and parental leave.

Requirements

• Enterprise Software Sales Experience: 7+ years of proven success in enterprise software sales, with a strong track record of exceeding quotas and closing complex deals. Experience with value-based selling methodologies and familiarity with CRM software (e.g., Salesforce)
• Bringing New Technology to Market: Demonstrated experience in commercializing novel and disruptive technologies, requiring strong consultative selling skills and the ability to educate the market
• Industrial Domain Knowledge: Experience working with industrial customers and navigating their unique operational and organizational structures
• Customer-Centric Approach: A genuine passion for understanding customer needs and delivering solutions that drive their success, especially concerning sustainability and ESG initiatives
• Exceptional Communication Skills: Excellent verbal and written communication abilities, capable of presenting compelling solutions to diverse audiences
• Strategic and Analytical: Strong analytical skills with the ability to develop strategic sales plans and understand key sales metrics
• Self-Motivated & Independent: Highly self-driven, able to work autonomously and manage a sales territory effectively
• Resilience & Adaptability: Ability to thrive in a fast-paced, evolving market and effectively address customer skepticism towards new technologies
• Education: Bachelor's degree required; Bachelor of Engineering preferred
• Values Alignment: Embodies Phaidra's values of transparency, collaboration, agility, ownership, and empathy

Responsibilities

• Strategic Account Management: Develop and execute account plans to drive sales of Phaidra's AI Factory solutions, specifically targeting large enterprise customers and leading data center operators
• New Business Development: Identify and qualify new sales opportunities, building and managing a robust pipeline from lead generation to close
• Value-Based Selling: Articulate Phaidra's unique value proposition, demonstrating how our AI Factory solutions translate into tangible business benefits, such as increased energy efficiency, reduced operational costs, and enhanced sustainability, particularly within data center environments
• Technical Acumen: Understand and effectively communicate complex AI concepts to both technical and business stakeholders, positioning Phaidra as a leader in the industrial AI space
• Relationship Building: Cultivate strong, long-term relationships with key decision-makers and influencers within target accounts
• Negotiation & Closing: Lead contract negotiations to successful closure, ensuring mutually beneficial agreements
• Market Intelligence: Stay abreast of industry trends, competitive landscapes, and emerging AI factory developments to inform sales strategies
• Collaboration: Work closely with product, engineering, and customer success teams to ensure seamless customer onboarding and satisfaction
• Sales Performance: Consistently meet and exceed sales targets and key performance indicators

Preferred Qualifications

• Experience or strong familiarity with AI/Machine Learning concepts and their application in industrial or data center environments
• Understanding of the data center industry, its operational challenges, energy consumption demands, and the current landscape of AI adoption within this sector
• Understanding of industrial control systems or automation technologies

Benefits

• Fast-paced and team-oriented environment where you will be instrumental in the direction of the company
• Phaidra is a 100% remote company with a digital nomad policy
• Competitive compensation & equity
• Outsized responsibilities & professional development
• Training is foundational; functional, customer immersion, and development training
• Medical, dental, and vision insurance (exact benefits vary by region)
• Unlimited paid time off, with a minimum of 20 days off per year requirement
• Paid parental leave (exact benefits vary by region)
• Home office setup allowance, coworking space stipend, and company MacBook