RVP, Strategic Sales

Job Description:

DataRobot is the leader in Value-Driven AI, a unique and collaborative approach to generative and predictive AI that combines an open platform, deep expertise and broad use-case experience to improve how organizations run, grow and optimize their business. The DataRobot AI Platform is the only complete AI lifecycle platform that interoperates with an organization’s existing investments in data, applications and business processes, and can be deployed on prem or on any cloud environment. Global organizations, including 40% of the Fortune 50, rely on DataRobot to drive greater impact and value from AI.

The Sales Director, Generative AI will report to the VP of Sales and will lead a team of Strategic Account Executives responsible for landing, expanding, and nurturing relationships with our most strategic Generative AI model builder customers. You’ll be responsible for building Scale’s book of business and driving revenue growth across Scale’s generative AI product areas. You’ll need to run an effective GTM strategy and work with your team to develop and execute individual territory and account plans. Finally, you’ll be responsible for ensuring customer satisfaction and developing a deep understanding of our customer’s needs and challenges.

Key Responsibilities:

• Establish a vision and strategy for the Generative AI model builders vertical that aligns with the company’s overall objectives and focuses on AI/ML and LLM solutions.

• Hold overall responsibility for achieving ARR revenue targets to support YOY growth, demonstrating dedication to numbers and deadlines.

• Command and coach team on all commercial activities, including negotiations, contract renewals, and expanding our footprint within the account.

• Manage, mentor, and continue to build a team of Strategic Account Executives, fostering their growth and ensuring they deliver an outstanding experience to our clients and prospective clients. You will focus on helping them strategically to expand/land deals (vs tactically on coaching/development, although important still), work with the largest and most complicated accounts - both net new and install and work directly with the VP of Americas, CRO, and Chief Customer Office

• Develop and execute sales strategies to generate pipelines across different companies and their departments, drive sales opportunities, and achieve repeatable and predictable bookings.

• Support your team on complex deals across diverse business stakeholders, becoming a trusted advisor to Scale’s clients.

• Utilize relationships and an internal network to identify new and growth opportunities, and contribute to the efficient use of resources within the team. Position Scale AI as a thought leader in the AI/ML and LLM space.
   

Knowledge, Skills & Abilities:

• 10+ years of sales leadership experience, with a proven track record of closing seven-figure deals in the AI/ML and LLM domain or software cloud deals. Experience working at a top generative AI model builder is a plus.

• A measurable track record in new and growth business development and overachievement of sales targets.

• Demonstrated leadership skills, including team management experience.

• Both a strategic thinker and a strong executor. You’ve built and driven forward GTM strategies and plans that resulted in achieving your team’s and the company’s targets.

• Experience engaging with influential executives, possessing strong executive presence, polish, and excellent listening skills.

• Familiarity with solution selling and consultative sales techniques; knowledge of MEDDIC and Challenger methodologies is a plus.

• Clear Communication: Communicate effectively with clients, internal teams, and leadership, building trust and fostering cross-functional partnerships.

• Exceptional organizational skills, attention to detail, and multitasking abilities.

• Demonstrates a strong sense of ownership, taking initiative, and holding yourself accountable for results.

• Humble and empathetic, building and maintaining trusting relationships with clients and colleagues.

• Grit, determination, and a high level of motivation to succeed. Adaptable to high-growth, fast-paced environments, with experience in successfully selling during the market creation phase.

• Experience across relevant verticals/horizontals - (e.g. financial services, oil & gas, manufacturing, etc.) -  broader vs. narrower is better, but Finserv will be the largest segment we are calling/expanding within. 

• Experience in Data and Analytics - ideally AI/ML - but this leader needs to know our space, market, and landscape. 

• Strategic Th