Senior Account Executive — AI Implementation Pods

Job description

***This role is open to candidates based in LATAM, Africa, and Eastern Europe. Please note that as this role supports U.S.-based clients, candidates must be available to work during U.S. business hours aligned with the client’s time zone.*** ## Role Overview Scale Army is building a new line of business: **AI Implementation Pods** — three-person embedded build teams that ship AI systems inside mid-market companies against named 90-day outcomes. The path to every pod is deliberate: a free AI diagnosis earns a paid Leadership Intensive with the client's executive team; the Intensive produces a 90-day technical roadmap; and the roadmap converts into a monthly pod engagement. We're looking for a **Senior Account Executive** to own the front of that journey — qualification, discovery, and closing on the Leadership Intensive. For clients who want to skip directly to a pod, you'll also collect the deposit that starts the engagement. Once a deal closes, you'll hand it off to Delivery and move on to the next opportunity. You won't manage the account after the sale. You'll also feed insights from your calls back into the diagnosis and closing playbook. Everything downstream — the Intensive sessions, roadmap, and implementation pod — depends on what you sell being real. We're hiring for this role as we expand our revenue lines and scale the business. ## Location **Fully Remote** **Working Hours:** 9:00 AM–6:00 PM Eastern # Key Responsibilities ## Sales & Business Development - Own the full sales process from qualification and discovery through close. - Qualify prospects and determine whether they are best suited for the Leadership Intensive or a direct-to-pod engagement. - Conduct discovery calls to understand the client's business, challenges, goals, and readiness for implementation. - Close high-value Leadership Intensive and AI Implementation Pod engagements. - Collect the required deposit for clients moving directly into a pod engagement. - Manage a high-value, consultative sales motion rather than a high-volume transactional one. ## Consultative Discovery & Diagnosis - Help clients understand what they actually need before recommending a solution. - Quickly assess a prospect's situation, priorities, and readiness to invest. - Identify when a client needs the Leadership Intensive before moving into implementation. - Identify opportunities where the client is ready to move directly into an AI Implementation Pod. - Ensure every opportunity is properly qualified before it reaches Delivery. ## Technical & AI Fluency - Speak credibly with technical buyers about AI, automation, engineering, and implementation. - Understand the fundamentals of the technical solutions being sold. - Evaluate whether proposed business outcomes and technical approaches are realistic. - Demonstrate practical AI experience through personal side projects such as automation stacks, AI agents, or internal tools. - Help ensure that what is sold can realistically be delivered by the technical team. ## Delivery Handoff & Feedback - Provide Delivery with clear, accurate context following every closed deal. - Ensure Delivery does not inherit poorly qualified opportunities or unrealistic expectations. - Maintain a clean handoff between Sales and Delivery. - Feed insights from prospect conversations back into the diagnosis and closing playbook. - Continuously improve the sales process based on what you learn from prospects and clients. # Qualifications ## Experience - 6+ years of experience in SaaS, Technology, AI, Engineering, or Management Consulting. - 4+ years of experience in a closing, quota-carrying sales role. - Proven track record of closing high-LTV deals. - Experience managing consultative, complex sales cycles. - Strong business acumen and ability to quickly understand a client's situation. - Experience working with technical buyers or selling technical solutions. - Comfortable qualifying and diagnosing opportunities quickly, with most of the deal assessment happening during the first call. - Ability to work 9:00 AM–6:00 PM Eastern, regardless of location. ## Skills - Consultative selling and discovery. - Strong qualification and deal judgment. - High-level business and commercial acumen. - Technical fluency across AI, engineering, automation, or related areas. - Strong communication and presentation skills. - Ability to sell complex, high-value solutions. - Strong understanding of client needs and business outcomes. - Ability to identify unrealistic expectations or proposed outcomes before they reach Delivery. - Self-directed and comfortable operating in a fast-growing environment. **Nice to Have** - Experience selling or delivering paid diagnostics, assessments, or paid pilots that converted into recurring engagements. - Management consulting background with a structured diagnosis-before-recommendation approach. - Familiarity with AI enablement or AI training sales. - Personal AI side projects such as automations, agents, or internal tools that can be demonstrated. # What Success Looks Like - Clients consistently enter the correct engagement path — Leadership Intensive or straight-to-pod. - Strong close rates on Leadership Intensives and AI Implementation Pods. - Deals are properly qualified before being handed to Delivery. - Delivery receives clear and accurate expectations from every closed deal. - The sales process continuously improves based on insights gathered from prospects and clients. - Clients understand what they're buying and why it will solve their business problem. # Your First 90 Days ## Month 1 - Complete onboarding and product training. - Shadow sales and discovery calls. - Ramp into full-cycle calls. - Target approximately **10% of IC quota**. ## Month 2 - Continue building full-cycle ownership. - Take ownership of qualified opportunities. - Target **50% of IC quota**. ## Month 3 - Operate independently across qualification, discovery, and closing. - Consistently manage the full sales process. - Target **80–90% of IC quota attainment**. # This Probably Isn't For You If... - You want to own the account after it closes — once it's signed, it goes to Delivery. - You need a long, highly considered sales cycle to feel comfortable — most of the diagnosis happens during the first call. - You're not technically fluent — clients should never feel like you're reading from a script when discussing how the build actually works. - You're uncomfortable selling high-value, consultative solutions. - You can't work 9:00 AM–6:00 PM Eastern, regardless of where you're based. # Opportunity This is an opportunity to join Scale Army as we build and scale a new AI-focused revenue line from the ground up. You'll play a critical role in shaping how clients enter our AI Implementation ecosystem, while working closely with Delivery to ensure what is sold is both valuable to the client and technically achievable. As the business grows, you'll have the opportunity to influence the sales playbook, contribute to the development of our AI sales motion, and help establish a repeatable process for selling high-value AI implementation engagements. ### **Application Process:** ### To be considered for this role these steps need to be followed: - Fill in the application form - Record a video showcasing your skill sets