About the Role
Nabeh, a subsidiary of the company, delivers AI-powered solutions that help organizations automate operations, boost efficiency, and drive innovation. The company is looking for a Director of AI Sales, responsible for growth in the company's AI products and solutions portfolio by building a qualified sales pipeline, winning strategic accounts, and expanding existing customer relationships. This role requires translating customer business challenges into commercially viable AI opportunities while ensuring profitable deals and achievable delivery commitments.
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Key Responsibilities
Sales Strategy & Revenue Growth
- Execute the AI sales strategy across target industries and accounts.
- Own revenue, bookings, and gross margin targets.
- Identify opportunities for AI software, platforms, implementation services, and recurring subscriptions.
- Lead account planning, territory allocation, and sales forecasting.
Strategic Accounts & Business Development
- Build relationships with executive sponsors, business leaders, IT teams, and procurement stakeholders.
- Position AI solutions around measurable business outcomes, including productivity, cost reduction, service quality, and revenue growth.
- Lead complex enterprise sales cycles, from discovery and qualification through negotiation and contract closure.
- Drive renewals, upselling, and cross-selling within existing accounts.
Opportunity Qualification & POC Governance
- Ensure opportunities have a validated business need, budget, decision-maker engagement, and a purchasing timeline.
- Partner with Presales and Product teams to confirm technical feasibility, data readiness, integration needs, and delivery scope.
- Approve customized proofs of concept (POCs) only when success criteria, customer responsibilities, resource requirements, and a purchasing decision process are documented.
- Review unsuccessful opportunities and POCs to improve qualification and resource allocation.
Team Leadership & Cross-Functional Collaboration
- Recruit, coach, and manage the AI sales team.
- Set individual targets and review performance, pipeline quality, and account development.
- Maintain accurate CRM records and reliable sales forecasts.
- Work with Marketing on demand generation and with Product on customer needs and market feedback.
- Ensure complete handovers to Delivery and Customer Success teams.
Requirements
- Bachelor’s degree in Business, Computer Science, Engineering, or a related field; an MBA is an advantage.
- Typically 7+ years of enterprise technology sales experience, including 5+ years in sales leadership.
- Demonstrated success selling AI, data analytics, cloud, SaaS, or enterprise software solutions.
- Proven track record of achieving sales targets and closing complex, high-value deals.
- Experience managing sales teams, strategic accounts, partners, and executive relationships.
- Working understanding of generative AI, machine learning, data platforms, integration requirements, and enterprise deployment considerations.
- Experience in the company’s target industries and markets.
