Account Executive – AI/ML Infrastructure

Company Overview

We are building the go-to platform for the next generation of AI-native companies. As organizations increasingly deploy AI into production, the demand for robust infrastructure, developer tooling, observability, security, and model operations has never been higher. Our mission is to help AI-first and infrastructure-led organizations accelerate innovation by enabling engineering teams to build, deploy, secure, and scale AI systems with confidence.

Job Summary

We are looking for a highly driven Account Executive to own the end-to-end sales cycle for our AI/ML Infrastructure solutions across the Indian market. This role is ideal for candidates who have successfully sold technical products such as developer tools, cloud infrastructure, AI/ML platforms, cybersecurity solutions, or enterprise infrastructure software. The ideal candidate should be comfortable engaging deeply with technical stakeholders, understanding complex architectures, and positioning business value to engineering-led organizations. You will be responsible for driving both new customer acquisition and account expansion while managing a healthy mix of inbound opportunities and outbound prospecting.

Responsibilities

• Sales Ownership & Revenue Growth

  • Own the complete sales cycle from prospecting and qualification through negotiation and closure.
  • Build and manage a quarterly sales pipeline of at least $2M+.
  • Consistently maintain a pipeline-to-revenue conversion rate of 30% or higher.
  • Drive new logo acquisition through strategic outbound prospecting.
  • Expand existing customer relationships through upselling and cross-selling initiatives.
  • Deliver against monthly, quarterly, and annual revenue targets.

• Enterprise Account Development

  • Develop account penetration strategies for AI-native, infrastructure, cybersecurity, and developer-tooling organizations.
  • Build relationships with technical and executive stakeholders across target accounts.
  • Identify expansion opportunities within existing customers and create long-term account plans.
  • Manage a mix of SMB and Enterprise opportunities.

• Technical Solution Selling

  • Engage with CTOs, VP Engineering, Heads of Platform, Heads of AI/ML, and Infrastructure Leaders.
  • Understand customer architecture, infrastructure requirements, AI/ML workflows, and deployment challenges.
  • Collaborate with Solution Engineering and Product teams to deliver impactful demonstrations and business cases.
  • Translate technical capabilities into measurable business outcomes.

• Pipeline Generation & Market Development

  • Maintain a balanced mix of company-generated leads and self-sourced opportunities.
  • Execute targeted outbound campaigns against strategic accounts.
  • Build relationships within the AI, developer tools, cloud infrastructure, and cybersecurity ecosystem.
  • Maintain accurate forecasting and opportunity tracking through CRM systems.

• Cross-Functional Collaboration

  • Partner closely with Product, Solutions Engineering, Marketing, and Customer Success teams.
  • Provide market intelligence and customer feedback to influence product strategy and go-to-market (GTM) initiatives.
  • Share competitive insights and emerging market trends with leadership.

Qualifications

• Experience

  • 4–8 years of experience in B2B technology sales.
  • Mandatory experience selling Infrastructure Software, Developer Tools, AI/ML Platforms, Cloud Infrastructure, Cybersecurity Solutions, or Deep-Tech products.
  • Proven track record of managing complex consultative sales cycles.
  • Demonstrated ownership of a $2M+ quarterly pipeline.
  • Consistent history of achieving 30%+ pipeline conversion rates.
  • Experience working with sales cycles averaging 3 months.

• Skills

  • Strong understanding of technical buying processes and engineering organizations.
  • Comfortable engaging with senior technical stakeholders and decision-makers.
  • B.Tech / Engineering degree is mandatory.

Preferred Skills

• Experience in technical sales within the AI/ML landscape.
• Familiarity with CRM systems for sales tracking.

Experience

• Minimum of 4–8 years in B2B technology sales is required, with demonstrable success in sales of technical products.

Environment

• Location: Bangalore (Hybrid – 3 Days Office, 2 Days WFH).

Salary

• Not specified.

Growth Opportunities

• Opportunities for advancement within the sales organization, potentially moving into more strategic roles or leadership positions.

Benefits

• Not specified.