Account Executive, Devs.ai at AppDirect

Job description

About AppDirect Become a digital, global citizen and enable the new generation of digital entrepreneurs around the world. AppDirect offers a subscription commerce platform to sell any product, through any channel, on any device, as a service. We power millions of subscriptions worldwide for organizations. We do this through a values-driven culture that enables you to Be Seen, Be Yourself, and Do Your Best Work. About Devs.ai, an AppDirect Subsidiary Devs.ai is an AI-native incubation inside AppDirect and the fastest-growing part of the business. We're a small, high-caliber team building products that change how AI and software gets created and deployed. We operate like a startup with the backing of a scaled platform. No bureaucracy, no politics. Just smart people shipping fast and solving hard problems. Our flagship products are private AI workspaces that give access to AI chat, agent building, app building, CLI tools, enterprise search, and more. We're early, we're growing, and we're looking for people who want to build something that matters. About You You will own a $1.2M annual new-ARR quota, selling Devs.ai to enterprise technology companies. This is a full-cycle hunter role. You will build your own pipeline, run complex multi-stakeholder evaluations, and close six-figure platform deals. You have a track record of succeeding in enterprise software sales and the drive to help build something from the ground up. You will partner with the Devs.ai GM, Product, Marketing, and Solution Engineering to identify prospects, build meaningful customer relationships, and guide prospective clients on their AI journey. You bring a solid understanding of the B2B AI landscape, strong business acumen, and a consultative approach to sales. You listen carefully to what customers are trying to achieve and connect their goals directly to what the Devs.ai platform can deliver. You communicate clearly with technical evaluators, executive decision-makers, and business stakeholders, because clarity is everything in a fast-moving environment. What you’ll do and how you’ll have an impact Hit $1.2M in new ARR by landing new enterprise logos and expanding them across departments and use cases. Build your own pipeline through targeted outbound to a named list of strategic accounts, working with BDRs and Marketing on the rest. Sell to technical and business stakeholders at once, helping leaders understand how Devs.ai enables governed AI applications to be shipped faster and more efficiently than building and maintaining the stack in-house. Run a disciplined enterprise sales process, including qualification, mutual action plans, and coordination through security review, legal, and procurement. Partner with Solution Engineering to scope proofs of value with clear success criteria and a path to purchase. Build compelling business cases that demonstrate the value of Devs.ai relative to in-house builds, point AI tools, and single-model vendors. Forecast accurately, maintain CRM hygiene, and contribute to a reliable weekly forecast. Work closely with AppDirect advisors, channel partners, and model and cloud providers to create opportunities and close business. Bring market feedback on customer use cases, competitors, and pricing to Product and Marketing. What we’re looking for 3+ years of experience as a quota-carrying Account Executive selling B2B enterprise software, with a track record of consistently meeting or exceeding quota. Experience managing complex, multi-stakeholder sales cycles from first conversation through security review, procurement, legal, and signed contract. Experience selling a technical platform, such as AI, developer tools, data, security, or infrastructure, to CIOs, CTOs, engineering leaders, or other senior business stakeholders. Strong outbound habits: you build pipeline from a named account list, not only inbound. * Formal sales methodology training, such as MEDDICC, Command of the Message, or similar, plus disciplined CRM hygiene. Strong business acumen and the ability to present a clear value proposition and ROI to both technical and executive audiences. Comfort discussing technical concepts with engineering and IT stakeholders, including AI applications, APIs, SSO, security, and data governance. Experience with LLMs, agents, or RAG is a plus. A consultative, accountable, and entrepreneurial approach, with comfort operating in an early-stage environment where the playbook is still being written. At AppDirect, we believe that innovation thrives in an environment that houses diversity of excellence, experience and thought. We respect each AppDirector as their own fingerprint, unique with no one alike. We foster an environment of inclusion without regard to race, religion, age, sexual orientation, or gender identity, enabling AppDirectors to embrace their uniqueness and do their best work. As such, we strongly encourage applications from Indigenous peoples, racialized people, people with disabilities, people from gender and sexually diverse communities, and/or people with intersectional identities. At AppDirect, we take privacy very seriously. For more information about our use and handling of personal data from job applicants, please read our Candidate Privacy Policy. For more information about our general privacy practices, please see the AppDirect Privacy Notice: appdirect.com At AppDirect, AI tools may assist our recruitment team with administrative automations, always under human oversight. AI tools do not make hiring decisions or solely automated decisions about your candidacy. All decisions are made by our people. By submitting your application, you acknowledge that your information may be processed in this way. You may request access or deletion at any time by contacting privacy@appdirect.com. The salary band listed below reflects the expected annual base salary or OTE (on-target earnings) for this role at AppDirect and may be subject to change. Base salary or OTE is just one component of AppDirect’s total compensation package. In addition to base pay, regular employees may be eligible for performance-based bonuses and a full range of benefits. Compensation Band $110,000 — $126,600 USD

Requirements

Must-haves

What you’ll do and how you’ll have an impact
Hit $1.2M in new ARR by landing new enterprise logos and expanding them across departments and use cases.
Build your own pipeline through targeted outbound to a named list of strategic accounts, working with BDRs and Marketing on the rest.
Sell to technical and business stakeholders at once, helping leaders understand how Devs.ai enables governed AI applications to be shipped faster and more efficiently than building and maintaining the stack in-house.
Run a disciplined enterprise sales process, including qualification, mutual action plans, and coordination through security review, legal, and procurement.
Partner with Solution Engineering to scope proofs of value with clear success criteria and a path to purchase.
Build compelling business cases that demonstrate the value of Devs.ai relative to in-house builds, point AI tools, and single-model vendors.
Forecast accurately, maintain CRM hygiene, and contribute to a reliable weekly forecast.
Work closely with AppDirect advisors, channel partners, and model and cloud providers to create opportunities and close business.
Bring market feedback on customer use cases, competitors, and pricing to Product and Marketing.
What we’re looking for
3+ years of experience as a quota-carrying Account Executive selling B2B enterprise software, with a track record of consistently meeting or exceeding quota.
Experience managing complex, multi-stakeholder sales cycles from first conversation through security review, procurement, legal, and signed contract.
Experience selling a technical platform, such as AI, developer tools, data, security, or infrastructure, to CIOs, CTOs, engineering leaders, or other senior business stakeholders.
Strong outbound habits: you build pipeline from a named account list, not only inbound.
Formal sales methodology training, such as MEDDICC, Command of the Message, or similar, plus disciplined CRM hygiene.
Strong business acumen and the ability to present a clear value proposition and ROI to both technical and executive audiences.
A consultative, accountable, and entrepreneurial approach, with comfort operating in an early-stage environment where the playbook is still being written.

Nice-to-haves

Comfort discussing technical concepts with engineering and IT stakeholders, including AI applications, APIs, SSO, security, and data governance. Experience with LLMs, agents, or RAG is a plus.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

airest

Platform: greenhouse
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