Enterprise Account Executive - USA

YOUR TURN TO START THE CONVERSATION. WRITE THE FUTURE AT RASA. Conversation. It’s the thread between our product and our people. The tool that enables us to forge relationships through compassion and expertise. To find the connection between our differences. It keeps us close together across borders and backgrounds and helps us create our shared vision. Rasa means tight-knit. We get to the point and have the courage to ask ‘why?’. Because through relentless experimentation, passion, and vision, we’re transforming the way people interact with organizations through AI. That’s Rasa. That’s our message. Join us and add yours. ABOUT THIS ROLE We are looking for a top-performing Enterprise Account Executive to join our team, modeled after the industry's best "technical closers." You will drive revenue growth by identifying, cultivating, and closing complex deals with Fortune 500 and Global 2000 enterprises. In this role, you’ll take the time to understand each prospect’s unique challenges, map them to Rasa’s platform, and clearly show how we can deliver value — both to end users and to decision-makers. You will understand and communicate how Rasa can be used across multiple industries and then manage complex deal cycles. We’re a startup, so you’ll have to be comfortable rolling up your sleeves and doing whatever is required to support our mission. However, you can expect to: - Build and execute a territory plan to target high-value enterprise accounts. Like our top reps, you are expected to be a "full-cycle" hunter, generating your own pipeline while collaborating with SDRs and Marketing.

• Navigate multi-stakeholder sales cycles (6-12 months) involving technical champions (Developers, Architects) and economic buyers (C-Suite, LOB Heads) - Bridge the gap between technical value and business outcomes.

You must be comfortable discussing APIs, open-source models, or infrastructure integration with engineering teams.

• Lead a virtual account team (Solutions Engineers, Customer Success, Product) to win the technical win and the commercial win - Drive and prove technical capabilities and business value of Rasa’s platform - Forecast and manage your sales activity and pipeline to consistently hit revenue targets - Work closely with our customer success team and develop new opportunities for our existing customers - Collect and deliver customer feedback to the product team The role is: Full-time - 100% Remote - Continental USA This is a remote position, but the person needs to be based in the Continental USA - Rasa cannot assist with work authorization (visa sponsorship) for candidates located in the USA.

ABOUT YOU You are excited about AI assistants, machine learning and letting people interact with machines through text and speech. You are an experienced self-starter who works well with little supervision. You should be able to use your unique personality, creativity and grit to expand our pipeline with new high profile prospects while working with our key customers to increase Rasa’s adoption. Ideal candidates have: - 5+ years experience in sales, specifically in complex technical domains (e.g., AI/ML, DevOps, Database/Infra) - A proven track record of selling large deals to Global 2000 enterprises (top 10% performance) - Proven history of consistently exceeding quotas ($1M+ ARR targets) - Experience closing six-and-seven-figure deals ($100k - $1M+ ACV) - You don't need to code, but you must be "code-literate" or "infrastructure-fluent." - you can hold your own in a room with Engineering Directors - A self-driven professional who works with urgency and accountability, demonstrated by a track record of building pipeline from scratch and a creative, customer-centric hunter mindset.

• Deep familiarity with sales methodologies like MEDDIC, Challenger, or Command of the Message - You are ready to meet customers and prospects across your territory MEET YOUR TEAM This role sits within our Sales department, reporting into our NAMER Sales Director.

You will work with a solutions engineer and business development representative to build out your territory, progress opportunities through the buying journey and establish a partnership with key customers. FREQUENTLY ASKED QUESTIONS You can find answers to FAQs about this role specifically on our AE - FAQ sheet https://rasa.notion.site/Enterprise-Account-Executive-Bay-Area-USA-FAQ-s-249ab0adfd2a4c31982961a72770249b?pvs=73. WHAT YOU CAN EXPECT FROM US - Flexible hours and a dedicated remote budget - A stipend for professional development & 6 paid education days to help you grow within your role - Unlimited PTO + paid sick leave + paid public holidays - A Macbook, and other tech to help you do your job - We have regular remote team events, as well as an annual company-wide offsite - Health benefits - 401(k) contribution with up to 4% match - Equity options You can find more information about our benefits per location here: Rasa Perks & Benefits https://rasa.notion.site/Rasa-Benefits-Perks-5bf7e7e5380240bf9aa5bb6ae488aec9 ABOUT US Rasa is a leader in generative conversational AI, enabling enterprises to build and deliver next-level AI assistants. Merging a state-of-the-art engine with a user-friendly no-code UI, Rasa offers an open and adaptable platform that perfectly aligns with business logic. This innovative approach makes Rasa a reliable and trusted choice for enterprises seeking to enhance customer interactions while reducing costs. Rasa is privately held with funding from StepStone, PayPal, Accel, Andreessen Horowitz, Basis Set Ventures, and others. The company was founded in 2016 and is remote-first with a global presence. Rasa is an equal opportunity employer. We are still a small team and are committed to growing inclusively. We want to augment our team with talented, compassionate people irrespective of race, color, religion, national origin, sex, physical or mental disability, or age. PLEASE BE MINDFUL OF THE HIRING LOCATION(S) LISTED. You must be located in and a resident of the location(s) listed for us to proceed with your application.

• Highlight hands‑on experience selling AI/ML or conversational platforms (e.g., chatbot, voice AI) by preparing a short case study that shows you closed a $250k+ enterprise deal, quantifies the ROI you delivered, and maps the buyer’s journey to Rasa’s product stack (Rasa Open Source → Rasa Enterprise). Bring this as a PDF or slide deck to the interview and reference it when answering “walk me through a complex sale.”

• Demonstrate mastery of the typical tech‑sales toolchain Rasa uses: Salesforce (or HubSpot) for pipeline management, Gong or Chorus for call analytics, and LinkedIn Sales Navigator for prospecting. Before the interview, export a sanitized “deal funnel” screenshot from your current CRM that shows stages, velocity, and win‑rate for enterprise accounts; be ready to discuss how you leveraged data from those tools to adjust your strategy.
• Showcase deep product knowledge by building a mini‑demo of Rasa Enterprise on a free trial (or using the open‑source repo). Record a 2‑minute walkthrough that solves a common enterprise use case (e.g., customer‑service automation for a fintech firm) and embed the video link in your application or bring it to the interview. This proves you can translate technical features into business outcomes—a key trait of a “technical closer.”

• Prepare to answer Rasa’s “why ? ” cultural questions: research two recent Rasa blog posts or open‑source releases, articulate the strategic impact (e.g., new NLU pipeline, multilingual support), and explain how you would position those advancements to a Fortune 500 CIO to accelerate adoption. Interviewers look for curiosity, alignment with the mission, and the ability to ask probing questions.
• When negotiating, cite the 2023 Enterprise AE median base ($130–150 k) + OTE ($250–300 k) for remote US roles and reference Rasa’s equity component. Ask for a clear split between base, commission, and performance‑accelerators (e.g., accelerated commission after 150 % quota). Emphasize your proven quota‑attainment record and request a “sign‑on bonus” tied to a 6‑month ramp to offset the remote relocation cost.