Senior Enterprise Account Executive, H2O.ai
Open-source AI cloud platform
Be an early applicant
Open-source AI cloud platform
201-500 employees
Be an early applicant
201-500 employees
Company mission
To democratize AI for everyone.
Role
Who you are
- 7+ years of enterprise sales experience selling complex software platforms (AI, data, analytics, ML, or adjacent enterprise technology) into large enterprises
- A strong, credible enterprise executive network, with experience selling to senior technical and business stakeholders
- Proven ability to design, navigate, and close complex, multi-stakeholder transactions with long sales cycles
- Consistent track record of overachieving quota and winning competitive, high-value opportunities
- Strong qualification discipline (MEDDICC / MEDDPICC or similar), deal rigor, and forecasting accuracy
- Ability to thrive in ambiguous, fast-moving environments, bringing structure, clarity, and momentum to complex engagements
- Collaborative, ecosystem-oriented mindset with a strong sense of ownership
- Excellent executive-level communication skills (written, verbal, and presentation)
- Bachelor’s degree required
What the job involves
- We are seeking a Senior Enterprise Account Executive to join our growing global sales organization. This role is designed for a proven enterprise seller who thrives in complexity, creates opportunity where none existed, wins against formidable incumbents, and consistently delivers against ambitious revenue targets
- You are fluent in enterprise buying motions, credible with senior executives, and passionate about translating advanced AI technology into clear, measurable business outcomes. You bring rigor to qualification, discipline to deal execution, and a relentless focus on net-new and expansion revenue
- This is not a volume sales role
- This is a strategic, consultative enterprise AI role at a moment when organizations are moving from AI experimentation to AI accountability
- Own and manage a focused portfolio of large enterprise and Global 2000 accounts, developing and executing multi-year strategic account plans
- Build trusted relationships with C-level and senior executives, including Line-of-Business leaders, CIOs, CDOs, CTOs, and Heads of Data and AI
- Create, develop, and grow a high-quality pipeline across net-new logos and expansion opportunities within existing accounts
- Lead and orchestrate complex, end-to-end enterprise sales cycles, aligning Sales Engineering, Product, Partnerships, Customer Success, and Marketing
- Conduct high-impact discovery using value-based selling methodologies to uncover strategic business challenges and quantify ROI, risk reduction, and operational impact
- Clearly articulate and differentiate H2O.ai’s platform against incumbent and emerging AI competitors, positioning value at the business and economic level
- Design and execute thoughtful deal strategies, including stakeholder mapping, value justification, competitive positioning, partner leverage, and close planning
- Maintain accurate forecasting, disciplined pipeline management, and impeccable CRM hygiene
- Partner closely with Solution Engineering to demonstrate customer-specific AI value and outcomes
- Travel as required to support strategic customer and partner engagements
- Co-sell and collaborate across the Data and AI ecosystem, including cloud, infrastructure, data platform, and AI partners
- Develop joint account strategies with partner sales teams to accelerate access, increase deal size, and expand deal scope
- Leverage OEMs, hyperscalers, neo-clouds, GSIs, regional SIs, and resellers to drive velocity, credibility, and enterprise adoption
- Use the partner ecosystem as a force multiplier to win larger, more strategic, and more defensible enterprise deals
- This role is ideal for sellers who understand that modern enterprise AI buying happens through ecosystems, not silos
Our take
Dedicated to making the world of AI more accessible to everyone, H2O.ai provides a platform that supports the making and operating of AI for businesses. The platform boasts a range of capabilities; from automated machine learning and no-code deep learning, to AI-powered data labelling and extraction; as well as its most recently added "h2oGPT" that supplies enterprise generative AI.
With productivity, organisation and data analysis among the core parts to any business' success, AI and machine learning getting more and more popular - as they are able to outpace humans' ability to absorb, interpret, and make complex decisions quickly. It is no surprise then that H2O.ai has a grand roster of clients including GlaxoSmithKline, Capital One, and Paypal. It is also well-funded, and with such a comprehensive set of offerings it is in a great place to secure further success.
Steph
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 8 rounds)
Nov 2021
$100m
SERIES E
Aug 2019
$72.5m
SERIES D
Total funding: $251.1m
Company benefits
- Remote-friendly culture
- Flexible working environment
- Career growth
Company HQ
Mountain View, CA
Leadership
Sri Satish Ambati
(Co-Founder & CEO)11 years experience in the Software and Engineering field prior to H2O.ai. Worked as Director of Engineering and Principal Engineer of DataStax.
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