Senior Enterprise Account Executive

As a Senior Enterprise Account Executive at Giskard, your main responsibilities include driving pipeline generation, leading product demonstrations, and developing strong relationships with key decision-makers in large enterprises. You'll engage with AI and data science teams, navigate complex procurement processes, and provide product feedback to shape Giskard's offerings. Your focus will be on achieving revenue goals while showcasing the unique value proposition of Giskard's solutions.

To qualify for the Senior Enterprise Account Executive role at Giskard, candidates must have a minimum of 5 years of work experience in software sales within fast-growing B2B tech companies. Experience in selling AI products, navigating long sales cycles, and closing high-value contracts is essential. Strong communication skills in both English and French are also required, along with creativity and a problem-solving mindset to engage effectively with potential clients.

Giskard supports its Senior Enterprise Account Executives by providing a collaborative environment where sales professionals can leverage top management support. This includes access to detailed product knowledge, training on navigating enterprise procurement processes, and tools like LinkedIn Sales Navigator and CRM platforms. The company also offers flexibility in remote work to ensure a healthy work-life balance, along with a competitive compensation package including equity.

At Giskard, there are ample opportunities for growth for a Senior Enterprise Account Executive. As the company continues to expand in the AI field, you can take on more responsibilities, drive strategic initiatives, and possibly mentor junior team members. This role provides a platform to influence company direction through feedback on product development and sales strategy, paving the way for advancement within the organization.

The recruitment process for the Senior Enterprise Account Executive position at Giskard involves several stages: an initial fit interview lasting 15 minutes, a case study exercise to be completed within 10 days, a 45-minute case study interview, reference calls with two sources, and concluding with a final 45-minute interview. This structured approach ensures that candidates are well-evaluated for their fit in the team and the role.

To effectively navigate a complex sales cycle at Giskard, it's important to establish strong communication with all stakeholders involved in the procurement process. This includes understanding their unique needs, maintaining regular follow-ups, and addressing concerns proactively. By positioning yourself as a trusted advisor and continuously educating them on Giskard's solutions, you can facilitate smoother negotiations and close deals more efficiently.

In your interview, detail specific examples from your past experiences where you successfully sold AI products. Highlight how you understood the technical aspects of the products, tailored solutions to meet customer needs, and managed objections effectively. Discuss metrics such as sales targets met, types of AI products sold, and how your approach led to successful client engagements.

For successful account-based prospecting, I research potential clients thoroughly to understand their industry challenges and specific needs. I customize outreach initiatives, focusing on how Giskard's solutions can directly address their pain points. Additionally, I leverage networking opportunities, social media, and industry events to connect with decision-makers and broaden my outreach.

When discussing challenges faced, provide a specific instance where you encountered tough negotiations or an extended sales cycle. Describe the situation, the specific actions you took to address the challenge, and the outcome. Show how your problem-solving skills and persistence ultimately led to a successful deal closure.

Staying current with AI industry trends involves a mix of continuous learning, attending industry conferences, networking with professionals, and reading relevant publications and research papers. I also engage with online communities and follow thought leaders in the field. This not only keeps me informed but allows me to provide clients with the latest insights and solutions tailored to their evolving AI needs.

CRM systems are critical in my sales process as they help manage leads, track interactions, and organize sales activities. I use CRM tools to monitor pipeline health, analyze customer data for insights, and forecast revenue. Keeping comprehensive records allows me to personalize client communications and ensure nothing falls through the cracks during the sales cycle.

In delivering a product demo to a large enterprise, I would first research the specific needs of the clients and tailor the presentation to highlight how Giskard's solutions can address their challenges. I would focus on showcasing the unique functionalities and benefits, using real-life scenarios that resonate with their industry. Engaging with the audience through questions and discussions during the demo helps solidify our relationship and emphasizes our investment in their success.

For assessing sales performance, I consider metrics such as the sales conversion rate, average deal size, and the length of the sales cycle. Monitoring these metrics allows me to gauge overall effectiveness and identify areas for improvement. Additionally, tracking revenue attainment against quotas helps understand how well I am performing against set goals.

Share a specific example where client feedback influenced product adjustments. Describe how you gathered insights from clients and articulated their needs to the product team. Highlight the positive outcomes of that feedback, such as improved product features or client satisfaction, and how it fostered collaboration between sales and product development.

Express your passion for AI and your proven track record in the tech sales environment. Emphasize qualities like resilience, creativity, and a consultative approach that aligns with Giskard's values. Illustrate how your experience selling AI products and your ability to connect with diverse stakeholders position you uniquely to thrive in this role. The commitment to responsible AI further aligns with your personal and professional values.