Account Director AI Solutions Group

WE ARE VERITONE 

Veritone (NASDAQ: VERI) designs human-centered AI solutions. Serving customers in the talent acquisition, media, entertainment and public sector industries, Veritone’s software and services empower individuals at the world’s largest and most recognizable brands to run more efficiently, accelerate decision making and increase profitability. Veritone’s leading enterprise AI platform, aiWARE™, orchestrates an ever-growing ecosystem of machine learning models, transforming data sources into actionable intelligence. By blending human expertise with AI technology, Veritone advances human potential to help organizations solve problems and achieve more than ever before, enhancing lives everywhere. To learn more, visit Veritone.com.

POSITION SUMMARY 

We are seeking a dynamic and results-driven Senior Sales Executive to join our team as true Revenue Leader for Veritone’s AI Solutions Group. This individual will play a crucial role in driving hyper-growth and demand, closing significant deals, within our AI Solutions Group team; which is responsible for delivering custom Data and AI solutions and services for our Commercial and Public Sector customers.  The ideal candidate will bring an existing book of business within the System Integrator and/or Service Provider ecosystem to help accelerate new revenue streams for Veritone.  The successful applicant should have a proven track record of thoroughly navigating complex sales cycles, negotiating high-value contracts, and exceeding revenue targets.

Veritone’s purpose is more important than ever: we’re here to enable every organization and every person with the power of AI. We’re the creator of aiWARE, a hyper-expansive Enterprise AI platform and the world’s first AI operating system, which orchestrates a diverse ecosystem of cognitive engines to power intelligent automation so we can solve some of the biggest challenges in the world in the energy; government, legal, and compliance; and media industries to help them accelerate workflows, save time and costs, and uncover new insights and opportunities.

Key Responsibilities:

• Deal Execution: Lead the end-to-end sales process from prospecting to closure, demonstrating a deep understanding of our offerings and how they solve customer pain points.
• Customer Engagement: Cultivate and maintain strong relationships with key stakeholders in target accounts, understanding their business needs and challenges to propose effective solutions.
• Strategic Leadership: Develop and execute sales strategies across verticals to achieve ambitious revenue goals, focusing on both short-term wins and long-term growth.
• Pipeline Management: Build and manage a robust sales pipeline, accurately forecasting revenue and identifying areas for expansion.
• Cross-functional Collaboration: Work closely with marketing, product, and customer success to align strategies and ensure seamless customer experiences.
• Market Insights: Stay informed about industry trends, competitor activities, and market shifts to inform sales strategies, working closely with marketing, product teams to maintain a competitive edge.

PERSONA

1. Executive Presence
1. Highly seasoned sales professional who can confidently present to, and open up relationships with, any audience internally and externally
2. Network Depth
1. Expansive relevant connections at the CIO / CTO level, as well as with non-technical leaders
3. Deep Understanding of the Product/Services: 
1. Thorough understanding of Veritone’s go-to-market motion, including core markets, software and service offerings. (features, benefits, and how it can solve specific technical problems for their customers). 
2. Effectively communicate the business value proposition to potential buyers.
3. Mastering the industry, being the most knowledgeable person the customer is talking with and consulting with them
4. Focus on Customer Needs: 
1. Prioritize understanding the unique needs and pain points of their customers. 
2. Take the time to listen actively, ask probing questions, and tailor their pitch to demonstrate how their product can address those needs.
3. Go above and beyond to bring a solution to the customers. 
4. Subject-matter experts on how effective data management and AI can solve customer problems, they are not just translating information that the prospect could find on the web.
5. Building Relationships: 
1. Invests time in building strong relationships with their clients, with focus on trust-building, empathy, and providing value beyond just selling a product. 
6. Effective Communication Skills: 
1. Adept at articulating complex ideas in a simple and compelling manner, active listening, and negotiating effectively.
7. Grit, Persistence and Resilience: 
1. Not discouraged by rejection and setbacks but instead use them as opportunities to learn and improve.
2. Pursue new sales opportunities, adjust strategy as needed 
8. Continuous Learning and Improvement: 
1. Seek out training, attend workshops, read books, and learn from their experiences to stay ahead of the curve.
9. Goal-Oriented and Results-Driven: 
1. Set clear goals and work tirelessly to achieve them.
2. Motivated by results and constantly strive to exceed their targets.
10. Adaptability and Flexibility: 
1. The software/SaaS industry is constantly evolving, and top salespeople are adaptable to change. They are quick to learn new technologies, market trends, and adjust their strategies accordingly.
11. Efficient Time Management: 
1. Time is a valuable resource in sales, and top performers are skilled at managing their time effectively. They prioritize tasks, focus on high-impact activities, and avoid getting bogged down by distractions.
12. Team Player Mentality: 
1. While sales can be a competitive field, top performers also understand the importance of collaboration. They work well with colleagues, support team goals, and contribute to a positive team culture.
13. Obsessive Pipeline Manager: 
1. Continually prospecting for new business. 

WHAT YOU’LL DO 

• Overall revenue and expense management responsibilities
• Establish the sales strategy for data consulting service offerings of the business.
• Set and achieve conversion targets, monitoring team performance against goals
• Work to find a great solution for each client using a deep understanding of their business, financial acumen, strong sales process, and creativity.
• Drive the full sales cycle from prospecting through demo and contract negotiations/close.
• Achieve sales quotas through identifying, qualifying and closing business
• Maintain updated sales records and prospects in salesforce.com
• Forecast sales activity, revenue achievement and update activity/prospect status in weekly sales meetings and prepare action plans and schedules to identify specific sales targets
• Identify sales prospects, communicating with them and other accounts as assigned
• Prepare presentations, proposals and sales contracts
• Develop and maintain sales materials and current product knowledge
• Prepare a variety of status reports, including activity, closings, follow-up and adherence to goals
• Communicate new product and service opportunities, special developments, information or feedback gathered through field activity to appropriate company staff
• Focused collaboration with cross-functional groups to accomplish the work required to close sales
• Participate in marketing events such as seminars, trade shows, and telemarketing events
• Continue to build, attract and retain top-tier talent throughout the global sales organization, and provide the appropriate training, support, and mentorship to stimulate continuous improvement.

WHAT YOU'LL NEED 

• 8+ years of experience selling one or more of the following, but not limited to: AI and/or Data consulting services, Data Analytics, Business Intelligence, Cloud Enablement, Data Science and Digital Transformation. .
• Proven track record in successful outbound new-business prospecting
• Success in playing a leading role within a matrixed account team framework (i.e., working effectively with account senior leadership team, firm Offering/Industry leaders, practitioners, and other business development professionals).
• Experience selling solutions across various industries, e.g. Healthcare, Life Sciences, Manufacturing, FinTech, Retail etc.
• Strong understanding of data services: Data Modernization, Migration, Analytics & Visualization, Management, and business intelligence solutions.
• Strong understanding of management consulting lifecycle
• High energy, sense of urgency and ability to work well with others
• Bachelor Degree in a Technical or Business field 
• Ability to travel up to 30% of the time

BONUS POINTS IF 

• Top 1% of sales leadership within your past sales organizations
• Sales experience with Data and AI consulting services, system integrators or managed service providers
• Technical acumen in B-to-B SaaS/PaaS, Cloud, and Enterprise Software
• Knowledge of artificial intelligence workflows
• Understanding of online software (SaaS) services and technology-based solutions.
• MBA from a top ranked University
• Strong understanding of AI solutions and AI enablement across multiple verticals

WHAT WE OFFER 

• An incredible opportunity to impact AI for good and empower the human with AI solutions and services
• A competitive compensation package
• Participation in the Company’s Equity Program 
• Remote first + Hybrid workplace
• VERI Communities (Affinity Groups) & Belonging
• Empowerment to build your career journey at Veritone
• Flexible (Paid) Time Off
• Benefits Program: medical, dental, vision, 401K matching, and more!
• Mental health awareness and support

OUR CULTURE

• Loves learning & continuous growth; stays current on marketing trends
• Can juggle multiple projects, priorities, and deadlines with a positive attitude
• Comfortable in a fast-paced, small company environment
• Collaborative and always contributing value
• Driven to win as a team
• Remote first workplace
• Check us out!

Veritone is a leading provider of artificial intelligence (AI) technology and solutions. The company's proprietary operating system, aiWARE, orchestrates an expanding ecosystem of machine learning models to transform audio, video and other data sources into actionable intelligence. We love to continuously grow while staying ahead of trends and creating structure in an unstructured world. 

If you’ve made it this far and align with our goals, we look forward to reviewing your qualifications!

DISCLOSURE

Our company provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics.

(Colorado & California Only*): The annual salary range of $185,000 to $265,000. This base pay is for illustrative purposes only and will be determined based on skills and experience comparable to the job requirements. This position may be eligible for additional compensation and benefits including but not limited to: incentive compensation; health benefits; retirement benefits; life insurance; paid time off; parental leave and benefits; and other employee perks and benefits.

*Note: Disclosure as required by sb19-085 (8-5-20) of the minimum salary compensation for this role when being hired in California & Colorado.

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