RVP, Strategic Sales

Sacramento, CA, United States

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 Thinker - Ability to build/structure new businesses/offerings/partnerships (e.g. SAP, Nutanix) and work with SVP of Partnerships and SVP of ProServ to execute

Demonstrated experience scaling a business (e.g. from $5M to $50M -or- $50-$xxxM ) and working/selling cross-functionally at c-level (internally and externally)

The talent and dedication of our employees are at the core of DataRobot’s journey to be an iconic company. We strive to attract and retain the best talent by providing competitive pay and benefits with our employees’ well-being at the core. Here’s what your benefits package may include depending on your location and local legal requirements: Medical, Dental & Vision Insurance, Flexible Time Off Program, Paid Holidays, Paid Parental Leave, Global Employee Assistance Program (EAP) and more!

DataRobot Operating Principles:

Wow Our Customers

Set High Standards

Be Better Than Yesterday

Be Rigorous

Assume Positive Intent

Have the Tough Conversations

Be Better Together

Debate, Decide, Commit

Deliver Results

Overcommunicate

Research shows that many women only apply to jobs when they meet 100% of the qualifications while many men apply to jobs when they meet 60%. At DataRobot we encourage ALL candidates, especially women, people of color, LGBTQ+ identifying people, differently abled, and other people from marginalized groups to apply to our jobs, even if you do not check every box. We’d love to have a conversation with you and see if you might be a great fit.

All U.S. DataRobot employees must be fully vaccinated against COVID-19. If there is a medical, religious, or other legally protected reason that prevents you from receiving an available COVID-19 vaccination, and you are selected as a candidate for consideration, we have a process in place to evaluate requests for accommodation.

DataRobot is proud to be an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. DataRobot is committed to working with and providing reasonable accommodations to applicants with physical and mental disabilities. Please see the United States Department of Labor’s EEO poster and EEO poster supplement for additional information.

All applicant data submitted is handled in accordance with our Applicant Privacy Policy (https://www.datarobot.com/privacy/applicantpolicy/) .

DataRobot is the AI Cloud leader, delivering a unified platform for all users, all data types, and all environments to accelerate delivery of AI to production. Trusted by global customers across industries and verticals, including a third of the Fortune 50, delivering over a trillion predictions for leading companies globally.

DataRobot has become aware of scams involving false offers of DataRobot employment. The scams and false offers use imposter websites, email addresses, text messages, and other fraudulent means. None of these offers are legitimate, and DataRobot’s recruiting process never involves conducting interviews via instant messages, nor requires candidates to purchase products or services, or to process payments on our behalf. Please note that DataRobot does not ask for money in its recruitment process. DataRobot is committed to providing a safe and secure environment for all job applicants. We encourage all job seekers to be vigilant and protect themselves against recruitment scams by verifying the legitimacy of any job offer before providing personal information or paying any fees. Communication from our company will be sent from a verified email address using the @ datarobot.com email domain. If you receive any suspicious emails or messages claiming to be from DataRobot, please do not respond.

Thank you for your interest in DataRobot, and we look forward to receiving your application through our official channels.

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