Account Executive Palo Alto, California, United States

Company: Tbwa Chiat/Day Inc
Location: Palo Alto
Posted on: February 4, 2025

Job Description:

Lightning AI is the company reimagining the way AI is built. After creating and releasing PyTorch Lightning in 2019, Lightning AI was launched to reshape the development of artificial intelligence products for commercial and academic use.We are on a mission to simplify AI development, making it accessible to everyone-from solo researchers to large enterprises. By removing the complexity of building and deploying AI tools, we empower innovators to focus on solving real-world problems. Our platform is built to scale with the latest AI advancements while staying intuitive and adaptable, so you can bring your ideas to life.We have offices in New York City, Palo Alto, and London and are backed by investors such as Coatue, Index Ventures, Bain Capital Ventures, and Firstminute.Our ValuesMove Fast: We act with speed and precision, breaking down big challenges into achievable steps.Focus: We complete one goal at a time with care, collaborating as a team to deliver features with precision.Balance: Sustained performance comes from rest and recovery. We ensure a healthy work-life balance to keep you at your best.Craftsmanship: Innovation through excellence. Every detail matters, and we take pride in mastering our craft.Minimal: Simplicity drives our innovation. We eliminate complexity through discipline and focus on what truly matters.What we're looking forWe are looking for an Account Executive with experience selling highly technical, developer-focused products to CTOs, VPs of Engineering, software engineers, researchers, and/or data scientists. You thrive in a fast-paced, start-up environment focusing on every step of the sales process, from prospecting, qualifying, and nurturing leads to running demos, negotiating contracts, and closing deals. We want someone who thinks about how to uncover and address our customers' problems to drive customer acquisition while feeding their requirements back to inform the product roadmap.You will join the Sales Team and report to our VP of Revenue. This is a hybrid role based in Palo Alto, CA with in-office requirements of 2 days per week. The salary range for this role is $120,000-$150,000 for the base and includes a variable component.What you'll do

• Build an understanding of our target markets, value proposition, and pricing models to not only meet but exceed quarterly revenue targets.
• Focus on high-quality, consistent outbound prospecting across key market segments to build the sales pipeline and optimize the customer funnel.
• Qualify and develop both inbound and outbound sales leads.
• Collaborate with the product, engineering, and marketing teams to continuously improve and iterate on the sales process.
• Analyze industry trends and customer segmentation to identify and capitalize on new sources of qualified leads.
• Work alongside the marketing team to increase the number and quality of inbound leads.
• Champion data integrity and accuracy using HubSpot to track activity and manage sales opportunities through the funnel.What you'll need
  • 5+ years of experience as an Account Executive or in a similar sales role, selling technical or developer-focused products to technical audiences.
  • Familiarity with the machine learning, AI, or software development ecosystem, and an ability to grasp complex technical concepts.
  • Proven track record of meeting or exceeding revenue targets in a fast-paced startup environment.
  • Experience with outbound prospecting, qualifying leads, running demos, and closing deals is essential.
  • Ability to uncover customer pain points, articulate value propositions, and effectively address objections to drive solutions.
  • Strong interpersonal skills to work cross-functionally with leadership, product, engineering, and marketing teams.
  • Proficiency with HubSpot or a similar CRM to track activity, manage the sales pipeline, and ensure data integrity.
  • Solid understanding and application of a sales methodology (ie. MEDDIC, Challenger, or Sandler) with the ability to tailor approaches to different customer needs and scenarios.Benefits and PerksWe offer competitive base salaries and stock options with a 25% one year cliff and monthly vesting thereafter. For our international employees, we work with Velocity Global to pay you in your local currency and provide equitable benefits across the globe.In the US, we offer:
    • Medical, dental and vision
    • Life and AD&D insurance
    • Flexible paid time off plus 1 week of winter closure
    • Generous paid family leave benefits
    • $500 monthly meal reimbursement, including groceries & food delivery services
    • $1,000 home office stipend
    • $1,000 annual learning & development stipend
    • 100% Citibike membership (NYC only)
    • Additional various medical and mental health servicesAt Lightning AI, we are committed to fostering an inclusive and diverse workplace. We believe that diverse teams drive innovation and create better products. We provide equal employment opportunities to all employees and applicants without regard to race, color, religion, gender, sexual orientation, gender identity, national origin, age, disability, veteran status, or any other protected characteristic. We are dedicated to building a culture where everyone can thrive and contribute to their fullest potential.Apply for this job* indicates a required fieldFirst Name *Last Name *Email *Phone *Resume/CVAccepted file types: pdf, doc, docx, txt, rtfCan you work from our NYC or Palo Alto offices 2-3 days per week? * Select...Have you sold an AI product? * Select...What was your quota last year?What was your % quota attainment
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Keywords: Tbwa Chiat/Day Inc, Santa Rosa , Account Executive Palo Alto, California, United States, Other , Palo Alto, California