Enterprise Account Lead

New York, NY /
Business Development & Sales /
Descartes Labs is a fast-growing leader in the Artificial Intelligence and Machine Learning industries. We have created a geospatial data refinery to ingest satellite imagery and a huge array of other sensor inputs to monitor global supply chains and create predictive models. We currently work with the Defense Advanced Research Projects Agency (DARPA), Cargill and a dozen Fortune 500 companies to apply machine learning to massive remotely sensed data sets in order to create tactical and strategic intelligence products which are unique to each client.

Descartes Labs is looking for a talented Enterprise Account Lead to help us identify a vision with our partners, grow these relationships, and build a team. This role is a compelling blend of sales development and strategy, combined with extensive exposure to cutting edge machine learning and geospatial technologies. You must be an aggressive and rapid learner ready to explore a huge variety of new industries and subjects which will span global supply chains, space and satellite technology, applied science, data fusion, machine learning, and fundamental and quantitative trading systems. You need to be enthusiastic, dedicated, creative, and aggressive in building out a team while supporting the growth of the business.

Your Primary Role

    • For a set number of accounts: Develop a vision for the account. How can we help the customer against their digital transformation efforts?; Identify and make progress against growth targets.; Collaborate with internal teams to make sure we execute on all facets to achieve account vision and growth; Own account revenue growth targets, full up-sell process (contracting, pricing, etc.), and customer executive relationships; Own outreach and relationship management into other parts of the organization; Exercise discretion and independent decision-making in regard to matters of significance with internal teams and external contract relationships
    • Build a team focused on enterprise account management

Who You Are

    • Identify and articulate significant vision for an account and how it aligns with the Company's vision and goals
    • Relentlessly committed and driven by the targets against this vision (revenue targets, product goals, user goals, etc.)
    • You present to, engage, and understand senior executives. You're able to speak the language of the customer and understand their culture
    • You drive commitment internally to account vision
    • You can take long-term vision and demonstrate measurable progress
    • You have a 'do what it takes' attitude
    • You have a balance between patience and impatience
    • In order to understand the customer, you are willing and able to go deep into our product, our technical solutions, and the technical architecture of the customer
    • You're creative: You constantly invent and try new approaches to solving problems that have often never been applied in such contexts before
    • You have an ability to collaborate across all roles and levels, both with customers and internal teams

Required Skills and Experience

    • Bachelor's Degree or equivalent experience level in business, marketing, finance, data science, or relevant field
    • Experience with strategic account management and upselling
    • Former background in data science, computer science, or engineering
    • Success in forming relationships with strategic accounts
    • At least five years of experience in account ownership with measurable revenue results