The Enterprise Account Executive will report to the Director of Enterprise GTM and will own revenue growth across a portfolio of Scale AI’s largest and most strategic enterprise customers. This role is focused on selling complex, highly technical AI solutions into F500 organizations, partnering with executive, technical, and operational stakeholders to drive long-term value and expansion.
You will be responsible for full-cycle enterprise sales - from prospecting and deal strategy through close, renewal, and expansion - while serving as the quarterback across internal teams including Solutions Engineering, Product, Research, and Operations. This role requires strong ownership, executive presence, and the ability to navigate multi-stakeholder enterprise buying processes in a fast-paced environment.
You Will:
- Own and drive relationships with Scale’s largest and most complex Fortune 500 prospects and customers
- Build trusted relationships with executive, technical, and operational stakeholders across multiple business units
- Develop and execute comprehensive account strategies to drive net-new revenue, expansion, and long-term partnerships
- Lead strategic deal planning and mutual close plans across new business, renewals, and expansions
- Partner closely with Solutions Engineering and Product teams to deliver compelling, technically credible value propositions
- Act as the voice of the customer internally, influencing product roadmap, research priorities, and delivery execution
- Maintain deep understanding of customer business goals, AI maturity, and industry trends to proactively identify opportunities
- Consistently communicate account health, pipeline, and forecast accuracy using Salesforce, Clari, and related tools
- Thrive in a fast-moving, multi-threaded environment while maintaining strong attention to detail and prioritization
- 8+ years of enterprise sales or account management experience, including 2+ years selling deeply technical solutions to both business and technical audiences
- A proven track record of closing and expanding large, complex enterprise deals
- Demonstrated success consistently achieving or exceeding quota in enterprise sales roles
- Experience building and executing long-term account strategies to drive sustained revenue growth
- Strong ability to lead enterprise renewal processes from strategy through close
- Excellent written and verbal communication skills, with comfort presenting to executive audiences
- Strong command of enterprise sales processes and systems (Salesforce, Clari, Outreach, Slack)
- A consultative, customer-first mindset with the ability to influence cross-functional internal teams
- Experience developing executive-level materials and business cases
- Strong project management, organizational skills, and attention to detail
- Technical background or strong technical curiosity highly valued, especially familiarity with AI, ML, or data platforms
Sales Commission: This role is eligible to earn commissions.
Compensation packages at Scale for eligible roles include base salary, equity, and benefits. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position and may be inclusive of several career levels at Scale; it will be determined during the interview process based on work location and additional factors, including job-related skills, experience, qualifications, interview performance, and relevant education or training. Scale employees in eligible roles are also granted equity based compensation, subject to Board of Director approval. Your recruiter can share more about the specific salary range for your preferred location during the hiring process, and confirm whether the hired role will be eligible for equity grant. You'll also receive benefits including, but not limited to: comprehensive health, dental and vision coverage, retirement benefits, a learning and development stipend, and generous PTO. Additionally, this role may be eligible for additional benefits such as a commuter stipend.
PLEASE NOTE: Our policy requires a 90-day waiting period before reconsidering candidates for the same role. This allows us to ensure a fair and thorough evaluation of all applicants.
About Us:
At Scale, our mission is to develop reliable AI systems for the world's most important decisions. Our products provide the high-quality data and full-stack technologies that power the world's leading models, and help enterprises and governments build, deploy, and oversee AI applications that deliver real impact. We work closely with industry leaders like Meta, Cisco, DLA Piper, Mayo Clinic, Time Inc., the Government of Qatar, and U.S. government agencies including the Army and Air Force. We are expanding our team to accelerate the development of AI applications.
We believe that everyone should be able to bring their whole selves to work, which is why we are proud to be an inclusive and equal opportunity workplace. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability status, gender identity or Veteran status.
We are committed to working with and providing reasonable accommodations to applicants with physical and mental disabilities. If you need assistance and/or a reasonable accommodation in the application or recruiting process due to a disability, please contact us at [email protected]. Please see the United States Department of Labor's Know Your Rights poster for additional information.
We comply with the United States Department of Labor's Pay Transparency provision.
PLEASE NOTE: We collect, retain and use personal data for our professional business purposes, including notifying you of job opportunities that may be of interest and sharing with our affiliates. We limit the personal data we collect to that which we believe is appropriate and necessary to manage applicants’ needs, provide our services, and comply with applicable laws. Any information we collect in connection with your application will be treated in accordance with our internal policies and programs designed to protect personal data. Please see our privacy policy for additional information.
Skills Required
- 8+ years of enterprise sales or account management experience
- 2+ years selling deeply technical solutions
- Proven track record of closing and expanding large enterprise deals
- Experience building and executing long-term account strategies
- Excellent written and verbal communication skills
- Strong command of enterprise sales processes and systems
- Consultative, customer-first mindset
- Strong project management and organizational skills
- Technical background or technical curiosity in AI or ML
Scale AI Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Scale AI and has not been reviewed or approved by Scale AI.
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Healthcare Strength — Healthcare coverage is described as comprehensive across medical, dental, and vision, with flexibility to choose plans that fit individual or family needs. A monthly wellness stipend further supports physical and mental wellbeing expenses.
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Equity Value & Accessibility — Equity-based compensation is included in eligible packages, positioning ownership as a meaningful component of total rewards for many full-time roles. An employee stock purchase plan also provides an additional pathway to participate in potential upside.
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Leave & Time Off Breadth — Paid time off is positioned as generous with a flexible policy intended to support recharging and burnout prevention. Paid holidays and paid sick days are also part of the time-off offering.
Scale AI Insights
What We Do
Scale accelerates the development of AI applications by helping machine learning teams generate high-quality ground truth data. Our advanced LiDAR, image, video and NLP annotation APIs allow machine learning teams at companies like OpenAI, Lyft, Pinterest, and Airbnb focus on building differentiated models vs. labeling data.
