AI Account Executive - CA

Description

To continue fueling our growth, we are looking for an experienced, high-performing AI Account Executive to scale our footprint in the California market. In this role, prospecting is the main highlight . You will drive new business acquisition while actively managing and growing a portfolio of high-value accounts - balancing a 50/50 split between net-new prospecting and strategic account management.

You will engage directly with top-tier SMB and Mid-Market companies (10 - 100 employees), targeting some of the most exciting and massive-scale AI innovators on a national level. Early on, your success will be measured by your ability to hunt for new opportunities, engage previously untouched brands, and build out our prospecting playbook.

Responsibilities

Prospecting & New Logo Acquisition (50%): Proactively hunt for and secure net-new business within the thriving California market. Build a repeatable and effective prospecting playbook to open doors with target brands, regardless of whether we have a prior relationship.

Account Management & Expansion (50%): Manage and expand existing high-value enterprise accounts, driving growth within client relationships that range from $3M - $M currently.

In-Person Relationship Building: Maintain an active, local presence across key California tech hubs (e.g., Palo Alto, San Jose, and surrounding areas outside SF). Show a strong desire to meet regularly with founders and decision-makers in person.

Full-Cycle Execution: Manage complex, consultative sales processes from cold outreach to close via both face-to-face and remote interactions.

Executive Engagement: Position Bright Data directly to key stakeholders, including C-level executives and founders at fast-growing AI companies.

Pipeline Collaboration: Build and maintain a strong sales pipeline through self-driven prospecting complemented by marketing leads.

Requirements

Experience: 3+ years of B2B SaaS or Cloud solutions sales experience targeting SMB and Mid-Market accounts (10 - 100 employees).

Domain Focus: At least 1 year of experience working directly with leading AI companies or selling consumption-based platform/SaaS solutions (prior AI sales experience preferred, as that is where the highest growth sits).

Location & Travel: Based in or near the South Bay/Silicon Valley area with a willingness to regularly travel for in-person meetings across key hubs like Palo Alto and San Jose.

Proven Track Record: History of meeting or exceeding annual targets through aggressive prospecting and strategic account expansion.

Creative & Adaptable: A proactive, creative seller who thrives in fast-paced environments and can adapt strategies quickly.

Executive Presence: Outstanding interpersonal, written, and verbal communication skills with the ability to engage in high-level business conversations with C-suite executives.