Senior Enterprise Account Executive

About Shelf:

There is no AI Strategy without a Data Strategy. Getting GenAI to work is mission critical for most companies but 90% of AI projects haven't deployed. Why? Poor data quality - it is the #1 obstacle companies have in getting GenAI projects into production.

We've helped some of the best brands like Amazon, Mayo Clinic, AmFam, and Nespresso solve their data issues and deploy their AI strategy with Day 1 ROI. 

Simply put, Shelf unlocks AI readiness. We provide the core infrastructure that enables GenAI to be deployed at scale. We help companies deliver more accurate GenAI answers by eliminating bad data in documents and files before they go into an LLM and create bad answers. 

Shelf is partnered with Microsoft, Salesforce, Snowflake, Databricks, OpenAI, and other big tech players who are bringing GenAI to the enterprise. 

Our mission is to empower humanity with better answers everywhere.

Job Description:

We are seeking a dynamic and results-driven founding Account Executive to join our team and drive the growth of our end to end AI Agents & Knowledge Management offerings, which combine proprietary technology stacks purpose built to deliver business outcomes for our customers across unstructured data, content intelligence, customer service agent assist, AI voice and AI chat.

As a Senior / Founding Account Executive for our sales division, you will be responsible for identifying new opportunities from leads, developing, and closing new business opportunities with key enterprise clients. Your primary focus will be to build strong relationships with potential customers across the New York and United States, understanding their unique business needs, and demonstrating how our product can add value to their organization. We are interested in intellectually curious, motivated people who have a growth mindset and get energized each day to seize a massive opportunity. If this sounds like you, come and join us!

What We’re Looking For:

• New business development: Identify and prospect potential customers within the target market segments. Conduct research to understand their business needs, challenges, and pain points. Develop and execute effective sales strategies to generate new leads and opportunities.
• Consultative selling: Engage with key decision-makers, stakeholders, and influencers within target organizations. Conduct needs analysis and present tailored product demonstrations to showcase the value and benefits of our products. Articulate how it can address their specific knowledge management challenges and deliver tangible results.
• Relationship building: Build and maintain strong relationships with prospects and clients. Nurture long-term partnerships by understanding their business objectives, providing exceptional customer service, and serving as a trusted advisor. Continuously engage with clients to identify upselling and cross-selling opportunities.
• Sales pipeline management: Manage and prioritize sales opportunities effectively. Track leads, prospects, and deals using CRM software. Develop and maintain accurate sales forecasts, pipeline reports, and account plans. Provide regular updates to the sales management team.
• Collaboration: Work closely with cross-functional teams, including marketing, product development, and customer success, to ensure a seamless customer experience. Collaborate with marketing to develop and execute targeted campaigns and events to drive awareness and demand for our products.
• Industry expertise: Stay updated on industry trends, competitive landscape, and emerging technologies in the knowledge management and artificial intelligence (AI) space. Act as a subject matter expert, staying on top of market changes and customer needs to effectively position our product.
• Achieve sales targets: Meet or exceed assigned sales targets and revenue goals. Actively manage the sales cycle from lead generation to contract closure. Negotiate pricing and contractual terms in collaboration with the sales management team.

What You Bring:

• Proven track record of success in Artificial Intelligence, Agentic sales or longer track record of B2B SaaS sales.
• Experience in selling to a diverse set of senior-level decision-makers, including VPs of GenAI, Transformation/Innovation, IT, and Customer Service at mid-market and enterprise companies. Vertical-specific experience in Insurance, Consumer Apps, Finance is a plus. 
• Excellent communication and presentation skills, with the ability to articulate complex concepts and solutions effectively.
• Exceptional relationship-building and networking abilities, with a customer-centric approach.
• Demonstrated ability to manage a sales pipeline, forecast accurately, and achieve sales targets.
• You are coachable, with a continuous learning mindset and deep passion for staying updated on the latest advancements in AI and knowledge management.
• Self-motivated, driven, and results-oriented mindset, with a passion for exceeding customer expectations.
• Ability to work independently and collaboratively in a fast-paced, entrepreneurial environment.
• Proficiency in using CRM software and other sales productivity tools; including agentic frameworks.
• You are proactive and demonstrate immense initiative - you’re always thinking about what can be done next!
• You maintain a positive attitude while demonstrating flexibility and adaptability; you can operate in ambiguity.

If you are a highly motivated individual with a proven track record in AI Sales or B2B sales and a passion for driving the successful adoption of GenAI, we invite you to apply for this exciting opportunity. Join our team and play a pivotal role in accelerating the growth of Shelf, empowering organizations to unlock the full potential of their knowledge assets.

What We Offer:

• Competitive starting salary, with additional bonus opportunities (based on team and individual investment performance)
• Generous equity grant in the form of company stock options
• PTOs
• Comprehensive health and wellness packages

Why Shelf:

• GenAI will be at least a $18 Trillion market by 2032 and Shelf is a core infrastructure that enables GenAI to be deployed at scale
• We are blazing the path for the future of Artificial Intelligence globally. 
• Our Leadership Team has deep AI domain expertise and enterprise SaaS background to execute this plan 
• We love our customers and our customers love us. Ask a Shelf customer why, and they’ll tell you it’s because of our innovative capabilities, rock-solid reliability, they truly enjoy working with our people, but most of all – it’s the improvements they see in their business KPIs.
• We have raised over $60 million in funding and our investors include; Insight Partners, Tiger Global, Base10, and others
• We have high velocity growth powered by the most innovative product in our category
• We now have over 100 employees in multiple U.S. states and European countries, and we have ambitious hiring goals over the next few quarters.

Our Values:

Quality:

We hold an uncompromising standard for craftsmanship. Everything you produce should be exceptional and thoughtfully executed.

Momentum:

Progress matters. We expect continuous forward movement and proactive ownership of outcomes.

Accountability:

Everyone takes responsibility beyond their job description. Clear expectations and candid feedback are core to how we operate.

Hard Work:

We are building something difficult and meaningful. That requires sustained effort, commitment, and mutual support.

Learning Agility:

Curiosity, humility, and continuous learning are essential in a rapidly evolving space.

Adapt and Thrive:

Discomfort is part of growth. We embrace change and see challenges as opportunities.

Win Together:

We succeed as a team. Candor, trust, and collective ownership define how we work.