Senior Director, Business Development

Summary

Join Veritone's AI Solutions Group as a Senior Sales Executive and become a true revenue leader. You will drive hyper-growth, close significant deals, and leverage an existing book of business within the System Integrator and/or Service Provider ecosystem. This role requires navigating complex sales cycles, negotiating high-value contracts, and exceeding revenue targets. You will work at the intersection of data, technology, and strategy, collaborating with diverse stakeholders to deliver measurable value through AI solutions. Your work will empower organizations to harness the power of AI, driving tangible impact and delivering measurable results at scale. Veritone offers a competitive compensation package and a remote-first work environment.

Requirements

• Possess executive presence and communication skills; confidently present to and build relationships with diverse internal and external audiences, including C-suite executives
• Demonstrate exceptional ability to articulate complex ideas simply and persuasively, negotiate effectively, and actively listen to client needs
• Have deep industry and product knowledge; possess in-depth understanding of AI, data consulting services, data analytics, cloud enablement, and digital transformation, including features, benefits, and business value
• Demonstrate mastery of relevant industries (e.g., healthcare, manufacturing, retail) and how data and AI solutions address specific technical and business problems
• Ability to position yourself as a subject-matter expert and trusted advisor
• Prioritize understanding customer pain points and tailoring solutions to meet their unique needs
• Build trust and long-term relationships by demonstrating empathy, delivering value beyond the product, and going above and beyond to solve customer problems
• Have 10+ years of successful sales experience in AI, data consulting, or related fields
• Demonstrate proven success in outbound prospecting, managing pipelines, and exceeding revenue targets
• Possess experience selling solutions across diverse industries and working effectively in a matrixed team structure
• Demonstrate grit, resilience, and results orientation; show persistence and adaptability in pursuing opportunities and overcoming setbacks
• Possess a goal-driven mindset with a relentless focus on achieving and surpassing targets
• Have strong networking skills with expansive connections at the C-suite and non-technical leadership levels
• Be an effective collaborator who supports team goals and contributes to a positive team culture
• Be quick to learn new technologies, market trends, and adjust strategies in a fast-evolving software/SaaS industry
• Demonstrate commitment to ongoing professional development through training, workshops, and self-learning
• Ability to stay ahead of industry trends, market shifts, and competitor activities to inform sales strategies
• Possess expertise in consulting lifecycle and data services like modernization, migration, analytics, and management
• Efficiently prioritize tasks and focus on high-impact activities while managing multiple sales opportunities
• Demonstrate a sense of urgency and high energy to meet fast-paced demands
• Possess a Bachelor’s degree in a technical or business field
• Be willing to travel up to 30% of the time

Responsibilities

• Oversee the entire sales cycle, from prospecting to closing deals, ensuring a thorough understanding of the company's offerings to effectively address customer needs
• Build and maintain strong relationships with key stakeholders, understanding their business challenges, and proposing tailored solutions
• Develop and implement sales strategies to achieve revenue targets, balancing immediate objectives with long-term growth plans
• Establish and manage a robust sales pipeline, accurately forecasting revenue, and identifying opportunities for expansion
• Work closely with marketing, product development, and customer success teams to align strategies and ensure a seamless customer experience
• Stay informed about industry trends, competitor activities, and market dynamics to inform and adapt sales strategies
• Oversee overall revenue generation and managing expenses to ensure profitability
• Recruit, train, and mentor sales team members, setting performance targets, and fostering a high-performance culture
• Maintain accurate sales records, preparing reports on activities, closings, and adherence to goals, and utilizing tools like Salesforce for data management
• Predict sales activity and revenue achievement, updating prospect statuses, and preparing action plans to identify specific sales targets
• Develop and deliver presentations, proposals, and sales contracts to potential clients
• Engage in marketing events such as seminars, trade shows, and telemarketing events to promote the company's offerings

Preferred Qualifications

• Be in the top 1% of sales leadership within your past sales organizations
• Possess technical acumen in B-to-B SaaS/PaaS, Cloud, and Enterprise Software
• Have technical knowledge of artificial intelligence workflows
• Possess understanding of online software (SaaS) services and technology-based solutions
• Have an MBA from a top-ranked University
• Possess a strong understanding of AI solutions and AI enablement across multiple verticals

Benefits

• A competitive compensation package
• Participation in the Company’s Equity Program
• Remote first + Hybrid workplace
• VERI Communities (Affinity Groups) & Belonging
• Empowerment to build your career journey at Veritone
• Flexible (Paid) Time Off
• Benefits Program: medical, dental, vision, 401K matching, and more!
• Mental health awareness and support