Description To continue fueling our growth, we are looking for an experienced, high-performing AI Account Executive to scale our footprint in the California market. In this role, prospecting is the main highlight. You will drive new business acquisition while actively managing and growing a portfolio of high-value accounts—balancing a 50/50 split between net-new prospecting and strategic account management. You will engage directly with top-tier SMB and Mid-Market companies (10–100 employees), targeting some of the most exciting and massive-scale AI innovators on a national level. Early on, your success will be measured by your ability to hunt for new opportunities, engage previously untouched brands, and build out our prospecting playbook. Responsibilities Prospecting & New Logo Acquisition (50%): Proactively hunt for and secure net-new business within the thriving California market. Build a repeatable and effective prospecting playbook to open doors with target brands, regardless of whether we have a prior relationship. Account Management & Expansion (50%): Manage and expand existing high-value enterprise accounts, driving growth within client relationships that range from $3M–$M currently. In-Person Relationship Building: Maintain an active, local presence across key California tech hubs (e.g., Palo Alto, San Jose, and surrounding areas outside SF). Show a strong desire to meet regularly with founders and decision-makers in person. Full-Cycle Execution: Manage complex, consultative sales processes from cold outreach to close via both face-to-face and remote interactions. Executive Engagement: Position Bright Data directly to key stakeholders, including C-level executives and founders at fast-growing AI companies. Pipeline Collaboration: Build and maintain a strong sales pipeline through self-driven prospecting complemented by marketing leads. Requirements Experience: 3+ years of B2B SaaS or Cloud solutions sales experience targeting SMB and Mid-Market accounts (10–100 employees). Domain Focus: At least 1 year of experience working directly with leading AI companies or selling consumption-based platform/SaaS solutions (prior AI sales experience preferred, as that is where the highest growth sits). Location & Travel: Based in or near the South Bay/Silicon Valley area with a willingness to regularly travel for in-person meetings across key hubs like Palo Alto and San Jose. Proven Track Record: History of meeting or exceeding annual targets through aggressive prospecting and strategic account expansion. Creative & Adaptable: A proactive, creative seller who thrives in fast-paced environments and can adapt strategies quickly. Executive Presence: Outstanding interpersonal, written, and verbal communication skills with the ability to engage in high-level business conversations with C-suite executives.