Enterprise Account Executive

About the team

Adaptive ML is building a reinforcement learning platform to tune, evaluate, and serve specialized language models. We are pioneering the development of task-specific LLMs using synthetic data, creating the foundational tools and products needed for models to self-critique and self-improve based on simple guidelines. Adaptive Engine enables companies to build and deploy the best LLMs for their business. Our founders previously worked together to create state-of-the-art open LLMs. We closed a $20M seed with Index & ICONIQ in early 2024 and are live with our first enterprise customers (e.g., AT&T).

About the role

As an Enterprise Account Executive at Adaptive ML, you’ll be at the forefront of scaling our go-to-market efforts and helping enterprise customers unlock the power of our reinforcement learning platform. You’ll own the full sales cycle from discovery call to contract signature, working closely with technical and executive stakeholders to deliver solutions that bring Adaptive Engine to life inside large, complex organizations.

You’ll collaborate with our Research, Product, and Technical teams to design pilots, navigate multi-threaded buying journeys, and articulate the business value of our technology. Many of your conversations will be with senior leaders in AI, data, and engineering, so technical fluency and strong commercial instincts are key.

We’re looking for self-starters who thrive in ambiguity, are energized by introducing a novel product to market, and want to help build a sales motion from the ground up. As one of our first AEs, you’ll play a critical role in shaping our GTM strategy and setting the foundation for long-term revenue growth.

This is an in-person role based at our Toronto or New York office.

Your Responsibilities

• Own and execute end-to-end sales cycles—from outbound and discovery to negotiation, and close—with new enterprise accounts;

• Design and execute innovative sales strategies to exceed revenue goals, including identifying new use cases, customer segments, and market expansion plays;

• Build trusted relationships with senior stakeholders across AI, data, and Engineering while navigating complex, multi-threaded enterprise sales & procurement processes;

• Partner with our research and engineering teams to tailor technical demos, build pilot proposals, and craft personalized pitches that highlight Adaptive ML’s value;

• Proactively source and qualify new opportunities through your own outbound efforts and in collaboration with our BDR team;

• Track pipeline activity and deal progression; share insights on win/loss trends to refine GTM strategy and continuously improve sales operations through updated playbooks, templates, and processes;

• Provide ongoing feedback to Product and Engineering based on customer needs, helping to shape roadmap and refine positioning;

• Represent Adaptive ML at industry events, customer workshops, and strategic briefings.

Your (ideal) background

The background below is only suggestive of a few pointers we believe could be relevant; we welcome applications from candidates with diverse backgrounds, do not hesitate to get in touch if you think you could be a great fit even if the below doesn't fully describe you.

• 4–5+ years of experience in a commercial role (e.g. Account Executive) selling technical products to enterprise customers;

• Experience selling machine learning or data products to senior technical stakeholders (e.g., VPs of ML, Data Science, or Engineering);

• Strong track record of exceeding performance targets and/or KPIs, including annual quotas of $1M+;

• Proven ability to quickly grasp and communicate technical concepts;

• Collaborative mindset with the ability to work cross-functionally across technical and non-technical functions;

• A Bachelor’s degree in Business, Marketing, Computer Science, or a related field;

• Passionate about the future of generative AI, and eager to build foundational technology for training specialized models with reinforcement learning.

Benefits

• Comprehensive medical (health, dental, and vision) insurance;

• 401(k) plan with 4% matching (or equivalent);

• Unlimited PTO — we strongly encourage at least 5 weeks each year;

• Mental health, wellness, and personal development stipends;

• Visa sponsorship if you wish to relocate to New York or Toronto