Hopper

Founding Enterprise Account Executive, AI

Hopper

full-time

Posted on:

Origin:  • 🇺🇸 United States • California

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Salary

💰 $400,000 - $500,000 per year

Job Level

Mid-LevelSenior

Tech Stack

Cloud

About the role

  • Enterprise Sales Execution: Own the full enterprise sales motion end to end across airlines and other large enterprises, driving to multi-million ACV goals
  • Lead outbound prospecting, opportunity qualification, and enterprise deal execution
  • Build and advance pipeline through targeted outreach, partner channels, and executive networks
  • Pilot Design & Conversion: Design and execute pilots that convert into scaled, multi-year production deals
  • Define success criteria tied to automation rate, AHT, recontact, CSAT, and margin impact
  • Secure data access, escalation paths, and change management plans with the customer
  • Commercial & Legal Navigation: Navigate complex procurement, legal, and InfoSec processes with credibility
  • Lead InfoSec reviews, DPAs, and data residency discussions with enterprise buyers
  • Negotiate and orchestrate SOWs that map pilot exit criteria to production commitments
  • Structure pricing with durable economics, including consumption models, commit ramps, and multi-year terms with clear ROI and guardrails
  • Protect gross margin while creating clear paths for expansion
  • Cross-Functional Alignment: Partner with Solutions Engineering for integrations with Genesys, NICE, Five9, Talkdesk, Salesforce Service Cloud, or Zendesk
  • Feed market insights to Product and Marketing to strengthen the playbook, collateral, and ROI models
  • Customer Advocacy & Executive Engagement: Land referenceable wins and drive executive engagement strategies, including case studies and C-level sponsorship
  • Convert early adopters into compelling references and case studies

Requirements

  • 5–10 years in enterprise sales with a record of closing complex, multi-stakeholder deals at high-growth SaaS or AI companies
  • Proven 0-to-1 experience launching a new motion or region, including building pipeline, shaping pricing, and writing the early playbook
  • Consistent record of closing multimillion-dollar annual quotas and multi-year contracts, comfortable with $3M+ TCV and $1M+ ARR equivalents
  • At least two examples of converting a paid pilot into a multi-year production contract with defined success metrics and expansion path
  • Pricing and negotiation depth in AI consumption models: commit ramps, per-resolution or per-conversation pricing, minimums, and multi-year terms aligned to ROI
  • Skilled in value engineering and building ROI cases tied to automation rates and service cost reduction
  • Executive presence with comfort selling to C-level, Operations, CX, IT, and Security, with clear written and verbal communication
  • Self-directed builder with high agency who thrives in prospecting, discovery, pilot design, commercial negotiation, and internal orchestration without heavy SDR or SE coverage
  • Time-zone flexibility across the Americas and Europe, with willingness to travel as needed Nice to haves
  • Experience selling to or partnering with CX, innovation, or operations leaders in travel, customer support, or digital transformation; familiarity with CCaaS, agent assist, or workflow automation is an asset
  • Fluency in the metrics that matter to CX leaders: containment, AHT, FCR, recontact rate, CSAT, cost per contact, staffing impact