Jobs and Careers

Strategic Account Executive - AI Agents

Redwood City, United StatesRemotefull_timeVerifiedPosted 16 Jan 2026

💰 $320,000/yr($280,000/yr – $320,000/yr)

About the role

About Us

Observe.AI is the leading AI agent platform for customer experience. It enables enterprises to deploy AI agents that automate customer interactions, delivering natural conversations for customers with predictable outcomes for the business.

Observe.AI combines advanced speech understanding, workflow automation, and enterprise-grade governance to execute end-to-end workflows with AI agents. It also enables teams to guide and augment human agents with AI copilots, and analyze 100% of human and AI interactions for insights, coaching, and quality management.

Companies like DoorDash, Affordable Care, Signify Health, and Verida use Observe.AI to transform customer experiences every day by accelerating service speed, increasing operational efficiency, and strengthening customer loyalty across every channel.

Why Join Us

We’re looking for a Strategic Account Executive, AI Agents—a rare combination of builder, operator, and elite enterprise seller. The ideal candidate is someone who:

Runs toward complexity
Operates at startup speed
Owns a business, not a book of accounts
Excels in high-stakes technical sales cycles

This is not a 9–5 job. This is an opportunity to build a category and influence the direction of enterprise AI adoption. Agentic AI experience is a plus but not required. What matters most is depth in complex enterprise selling, mastery of sales rigor, and a builder’s mindset. If you’re a builder, operator, and elite seller ready to redefine enterprise AI, this is the place to do the best work of your career

What you’ll be doing:

Own Your Territory Like a CEO

Build and execute territory strategy across enterprise accounts.
Maintain 4–5x pipeline coverage and deliver predictable outcomes.
Navigate large matrixed organizations with technical and business stakeholders.

Lead Complex, Technical Enterprise Sales

Own multi-threaded sales cycles involving automation, architecture, workflows, security, and ROI.
Use advanced sales methodologies (MEDDPICC, Command of the Message, Challenger, SPICED).
Develop champions and create urgency across C-suite, operations, and IT.

Operate With Modern Sales Tools + GenAI

Leverage a modern sales tech stack (Salesforce, Gong, Outreach, ZoomInfo, 6sense, Clari).
Use GenAI tools + Observe.AI’s intelligence platform to:
- Accelerate research, account penetration, and personalization
- Build repeatable outbound motions
- Multiply productivity beyond 1 + 1 = 2
- Strengthen MEDDPICC documentation and deal strategy
- Enhance storytelling, ROI models, and executive communications

Build & Scale the AI Agent Motion

Establish repeatable patterns and industry playbooks.
Provide structured insights to Product, Engineering, CX, and Marketing.
Influence roadmap direction based on customer workflows and technical needs.

Operational Excellence

Forecast accurately using Commit, Strong Upside, Upside, Pipeline.
Drive account planning and expansion strategy.
Execute land → expand → transform motions inside enterprise organizations.

What you'll bring to the role

7+ years in enterprise SaaS with complex, technical sales cycles.
Track record closing high six- and seven-figure enterprise deals in the last 3 years.
Designing and executing complex deal strategies and technical sales campaigns
Gathering, distilling, and processing complex market (industry, competitor, customer, prospect) intelligence
Working cross functionally with Engineering, Product Management, Marketing, and other relevant departments
Experience selling AI/ML, automation, workflow, infrastructure, or security platforms a major plus.
Expertise in executive selling, multi-threading, and influencing transformation.

Skills & Attributes