Account Executive – Enterprise Technology & AI Sales

The UVA VEC is seeking an experienced enterprise sales professional to create business value through enterprise technology and AI sales. The role owns the full sales cycle, including prospecting, executive engagement, technical scoping, negotiation, closing, account expansion, CRM management, and pipeline forecasting.

Responsibilities:

• Generate and qualify pipeline through outbound prospecting, executive relationships, events, and partnerships
• Lead consultative sales cycles with senior business operators and technical leaders
• Build compelling business cases that help secure internal budget approval
• Partner with Engineers to scope deployments and run proof-of-concepts (POCs) with clear success metrics
• Lead commercial negotiations and close complex, multi-year enterprise agreements
• Expand existing accounts beyond the initial deal and maintain strong customer relationships
• Keep CRM records accurate and provide reliable pipeline forecasts
• Share market insights and customer feedback with Product and GTM leadership

Requirements:

• • 3+ years of enterprise B2B sales experience, ideally selling technical or platform products to Fortune 500 companies
• • Demonstrated track record of consistently achieving quota and closing complex, multi-stakeholder deals with $500K+ ACV
• • Comfortable engaging both C-suite executives and technical decision-makers
• • Ability to translate ambiguous business challenges into clear, compelling value propositions
• • Strong discovery, commercial negotiation, and pipeline-generation skills
• • Ability to thrive in a fast-moving, high-autonomy startup environment
• • Experience selling AI/ML, data, or professional-services solutions
• • Experience as an early-stage or founding Account Executive responsible for building a territory from the ground up