AI Account Executive (Enterprise B2B SaaS)

Quick Facts

• Role: AI Account Executive (founding seller)

• Focus: Full-cycle enterprise B2B sales for AI-native products

Description

Own the full sales cycle for net-new opportunities for Ramp’s AI products, from pipeline creation and qualification through evaluation, close, and activation. Build demand in an emerging category by translating complex AI capabilities into clear business outcomes across multi-stakeholder buying groups. Help define the market, qualification criteria, sales process, messaging, and playbooks, while creating a feedback loop into the product roadmap.

Responsibilities

• Source, qualify, develop, and close net-new opportunities; maintain accountability for pipeline, revenue, and forecast accuracy

• Identify high-value AI use cases with customers and connect technical capabilities to urgent business problems

• Multi-thread across Finance, Engineering, IT, Security, Procurement, and executives to align technical requirements and economic value

• Quantify ROI, total cost of ownership, operational impact, and risk reduction to gain executive sponsorship

• Lead rigorous evaluations: demos, pilots, security reviews, and implementation plans

• Pressure-test positioning, pricing, objection handling, and competitive messaging

• Turn field learning into repeatable qualification criteria, buyer patterns, proof points, and deal strategies

• Provide structured feedback to influence product roadmap and unblock adoption

• Help establish standards, culture, tooling, and operating cadence for the AI sales organization

Requirements

• Track record of meeting or exceeding revenue targets in complex B2B software sales

• Experience owning multi-stakeholder sales cycles from pipeline generation through close (ideally enterprise or six-figure contracts)

• Demonstrated success selling new product/emerging category/technical solutions without relying on an established playbook

• Strong discovery and business-case development skills (ROI, total cost of ownership, measurable operational outcomes)

• Technical fluency to discuss integrations, data flows, security, reliability, and AI capabilities with technical stakeholders

• Executive presence with ability to communicate clearly with CFO/CTO/Finance, Engineering, Procurement, and Security

• Strong pipeline discipline, forecasting judgment, and familiarity with MEDDICC or Command of the Message

• High agency and comfort operating in ambiguity; build playbooks when the answer doesn’t exist

Benefits

• Flexible PTO; centralized home-office equipment ordering

• Health and wellness stipend; intra-office travel budget; weekly coffee stipend

• In the U.S.: 100% medical, dental, and vision coverage for you (partial for dependents), One Medical membership, and 401(k) with employer match

• Fertility HRA and parental leave benefits

• Pet insurance and in-office perks

• Relocation expense coverage to NYC or SF if needed

• Country-specific health, retirement, and leave benefits for Canada and the UK