Job Description:
DataRobot is the leader in Value-Driven AI, a unique and collaborative approach to generative and predictive AI that combines an open platform, deep expertise and broad use-case experience to improve how organizations run, grow and optimize their business. The DataRobot AI Platform is the only complete AI lifecycle platform that interoperates with an organization’s existing investments in data, applications and business processes, and can be deployed on prem or on any cloud environment. Global organizations, including 40% of the Fortune 50, rely on DataRobot to drive greater impact and value from AI.
The Client Executive drives revenue growth by building and managing their assigned Strategic accounts, long-term client relationships, and developing key business relationships. The role requires a strong focus on new business development, up-selling and cross-selling to existing clients, and securing contract renewals. This will be achieved through solution selling, account planning, and building key relationships with senior stakeholders in Investment banking, Market Risk, and Wealth Management. This role will collaborate closely with Account Managers and the technical team to ensure customer success, drive retention, and uncover growth opportunities. Your objective will be to deeply understand our customers' evolving needs, engage with a wide range of stakeholders, and provide tailored solutions to maximize customer value and expand revenue.
Key Responsibilities:
Develops and executes account plans and leads sales efforts to achieve total revenue objectives from renewals and new business in your existing customers.
Meets or exceeds defined sales quota through collaborative partnerships with Customer Success, Pre Sales, Delivery, and Marketing.
Work closely with the Account Management and technical teams to develop growth strategies, assist with product adoption, and ensure seamless communication across teams.
Identify upsell, cross-sell, and expansion opportunities by understanding customer pain points and recommending solutions that add measurable value.
Proactively monitor account health and collaborate with Account Managers to address risks, renew contracts, and drive high customer retention rates.
Build strong relationships with a broad range of stakeholders within existing accounts, uncovering new value areas and aligning the product’s offerings with their evolving needs.
Participate in kickoff meetings, major milestone meetings, and opportunistic participation where senior client decision-makers are present.
Execute strategic consultative sales approach to create value for clients and add to the company’s capabilities and reputation.
Maintain a thorough understanding of DataRobot’s product offerings and tailor presentations to meet the needs of different types of organizations.
Assists clients in developing the business case and value proposition for proposed solutions when necessary
Experience renewing and expanding existing customers from both a relationship and revenue lens.
Maintains the required high activity level and tracks and maintains all activity in Salesforce.com.
Ability to travel up to 30% and globally as needed.
Knowledge, Skills, and Abilities:
BA/BS Degree or equivalent business experience.
Experience selling into Financial Services and/or Banking vertical
10+ years of enterprise software and/or solution sales experience.
Knowledge and experience within the data science, analytics, or big data markets preferred
Comfortable talking with all levels of customer teams from individual contributors to C-level executives using language that appropriately translates complex technical and business information
Outstanding presenting skills to both technical and executive audiences, whether impromptu on a whiteboard or using presentations and demos
Exceptional problem solving, organizational, decision making and presentation skills
Proven track record selling Enterprise software for analytics, AI or modeling toFinancial Services Industry clients
Proven track record of managing and growing customers in a collaborative environment with a cross-functional account team
A strong foundation for strategic and tactical selling of a solution sale.
Experience managing a book of $5M-$10M of accounts and achieving quota.
Motivated to advance growth in an entrepreneurial, rapidly growing company environment.
The talent and dedication of our employees are at the core of DataRobot’s journey to be an iconic company. We strive to attract and retain the best talent by providing competitive pay and benefits with our employees’ well-being at the core. Here’s what your benefits package may include depending on your location and local legal requirements: Medical, Dental & Vision Insurance, Flexible Time Off Program, Paid Holidays, Paid Parental Leave, Global Employee Assistance Program (EAP) and more!
DataRobot Operating Principles:
Wow Our CustomersSet High StandardsBe Better Than YesterdayBe RigorousAssume Positive IntentHave the Tough ConversationsBe Better TogetherDebate, Decide, CommitDeliver ResultsOvercommunicate
Research shows that many women only apply to jobs when they meet 100% of the qualifications while many men apply to jobs when they meet 60%. At DataRobot we encourage ALL candidates, especially women, people of color, LGBTQ+ identifying people, differently abled, and other people from marginalized groups to apply to our jobs, even if you do not check every box. We’d love to have a conversation with you and see if you might be a great fit.
DataRobot is proud to be an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. DataRobot is committed to working with and providing reasonable accommodations to applicants with physical and mental disabilities. Please see the United States Department of Labor’s EEO poster and EEO poster supplement for additional information.
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