Senior Enterprise Account Executive

<p>At Giskard, we champion the vision of <strong>Responsible AI</strong>—ensuring that AI enhances business performance while upholding citizens' rights. To fulfil this mission, we are building a comprehensive testing platform for AI professionals to <strong>evaluate the quality &amp; security of Generative AI agents </strong>powered by Large Language Models (LLMs).</p><p>Since 2021, we've been building based on open-source foundations (4.2K stars on <a href="https://github.com/Giskard-AI/giskard" rel="nofollow noreferrer noopener" target="_blank">GitHub</a>) and pushing the frontier of AI Safety &amp; Security research, to help major customers secure their GenAI agents, including BPCE, SG, AXA, Michelin, and more.</p><p><strong>Company track record</strong></p><p>In 2022, we raised our <strong>first round of 1.5 million euros</strong>, led by Elaia, with notable angel investors including Hugging Face's CTO and Mistral AI's co-founder. To read more about this fundraising, you can read <a href="https://www.giskard.ai/knowledge/news-fundraising-2022" rel="nofollow noreferrer noopener" target="_blank">our announcement</a>.</p><p>In 2023, we received a <strong>strategic investment from the European Commission</strong> to build a SaaS platform to automate compliance with the EU AI Act. You can <a href="https://www.linkedin.com/posts/aniamaj_startups-smes-eueic-activity-7079083259329921025-piU_?utm_source=share&amp;utm_medium=member_desktop" rel="nofollow noreferrer noopener" target="_blank">read more here</a>.</p><p>In 2024, we won a 3 M€ grant from Bpifrance to lead research in evaluation &amp; mitigation for LLMs, in a collaborative consortium with Mistral AI, Artefact, INA and BnF. You can learn more <a href="https://www.giskard.ai/knowledge/giskard-leads-genai-evaluation-in-france-2030s-argimi-consortium" rel="nofollow noreferrer noopener" target="_blank">here</a>.</p><p><strong>Role</strong></p><p>As one of the Giskard's first Enterprise Account Executives, you will play a pivotal role in scaling our early-stage startup within large enterprises across diverse industries. We are looking for a seasoned, sales professional with a strong track record of successfully closing deals with sophisticated AI and Data Science teams."</p><p>You will be engaging with CDOs/CTOs, Heads of AI, AI/ML Engineers, and Compliance Leaders, guiding them through the business &amp; technical challenges of LLMs agents evaluation.</p><p><strong>Missions</strong></p><p>Reporting to the Head of Sales, your key responsibilities will include (but are not limited to):</p><p>- to drive pipeline generation by building and maintaining pipeline coverage to meet revenue goals. This includes strategic account-based prospecting, working with inbound leads, collaborating creatively with partners and the ecosystem, and leveraging trade fair opportunities. No SDR/BDR support.</p><p>- to lead qualification and demos: deliver compelling product demonstrations and presentations tailored to the unique challenges of large enterprises while continuously educating them on the business value of Giskard's enterprise solution.</p><p>- to develop trusted advisor relationships with Gen AI leaders and experts ensuring they understand the depth of Giskard's value proposition.</p><p>- to manage complex deal cycles, often involving multi-stakeholder procurement processes, security reviews, and legal negotiations.</p><p>- to provide feedback to the product team, shaping the roadmap based on insights from the ground.</p><p>- to track sales performance using our CRM and report on pipeline health and revenue forecasts.</p><p>- in general, to take full ownership of the entire sales cycle while proactively leveraging top management’s support when needed.</p><p><strong>Requirements</strong></p><p></p><ul> <li>Minimum of 5 full years of work experience in software sales at fast-growing B2B tech companies, carrying quotas and focused on hunting. INCLUDING an experience selling a (real) AI product.</li> <li>Experience with long sales cycles (6-12 months) and navigating large enterprises procurement processes.</li> <li>Proven track record of consistent performance and quotas attainment. You must have sold recurrent 6-7 figures yearly deals, on a regular basis, across EMEA.</li> <li>Comfortable engaging in technical discussions with Gen AI engineering teams.</li> <li>Excellent verbal and written communication skills in English (fluent) and French (at least professional proficiency).</li> <li>Ability to learn &amp; deliver fast, and to be a coachable sales professional.</li> <li>Creative mindset to stand out from the crowd in your prospection activities and problem-solver to unblock deals stuck in the pipeline.</li> <li>Experience using LinkedIn Sales Navigator and CRMs such as HubSpot or Salesforce. Bonus points for experience with revenue intelligence or developer intent tools.</li> <li>Curious about the AI industry and its role in our society.</li> </ul><p></p><p>We are hiri