Named Account Manager

• The Named Account Manager role will report into the Director of GTM for Generative AI and will be responsible for growing Scale’s market share in the Gen AI vertical. Scale’s Generative AI Go-To-Market team is responsible for selling into organizations building foundation models (eg. Llama2, DALL-E 3, GPT4). Our Ideal Customer Profile spans AI labs like OpenAI, Meta, Cohere, and Stability AI and enterprise B2B organizations that are productizing generative AI into their product suites, such as Salesforce, ServiceNow, and Databricks. This is a sales role that focuses on helping your client consume already purchased Scale services that requires:

  • Strong understanding of technology services, consulting delivery models, and enterprise procurement processes
  • Experience managing multiple concurrent enterprise-scale projects and programs
  • Navigate complex stakeholder environments, building strong relationships with client executives, procurement teams, and internal delivery teams.
  • Excellence in stakeholder management across executive, technical, and procurement teams
  • Proven track record managing accounts with $10M+ annual revenue

You will:

• Serve as a key point of communication between internal delivery teams, customer stakeholders, and go-to-market (GTM) teams.

• Proactively identify project needs and risks, aligning resources and capabilities to ensure every project milestone is achieved on time and within scope.

• Develop a deep understanding of the client’s needs, goals, and purchasing strategy to expand our presence in the account.

• Collaborate with Sales Leads and the client’s procurement and purchasing teams to support negotiations on contracts, renewals, and expansions, contributing to long-term account growth and strengthening our partnership.

• Financial acumen and experience with complex pricing models

• Establish metrics for project success and account growth, preparing regular reports and conducting performance reviews with both internal and client teams to ensure alignment and identify improvement areas.

• Provide regular reporting and insights to senior management on account performance, growth opportunities, and strategic initiatives

Ideally you’d have:

• 7+ years of B2B Account Management or Client Delivery experience
• Experience defining requirements and building strategies to effectively scale revenue through early product development
• Experience successfully delivering on complex solutions to enterprise and software companies in the deal size of $XM or $XXM+
• +4 years of experience working with technical audiences (ML engineers, data scientists, data engineers)
• Experience collaborating with both business and technical audiences simultaneously
• Demonstrated success of achieving high client satisfaction on major projects
• Passion for what you do and the creativity and willingness to think outside of the box
• Strong sales process skills and systems skills (Salesforce, Outreach, Clari, Gong)
• Demonstrated ability to develop strong consultative relationships with external partners and internal cross-functional teams at all levels. Experience with creating, developing, and communicating executive level materials.

Sales Commission: Additionally, this role is eligible to earn commissions.