Enterprise AE ANZ

Sydney - Australia

Monthly Salary: Not Disclosed

Posted on: 30+ days ago

Vacancies: 1 Vacancy

Job Summary

Company:Mistral AI
Role:Enterprise Account Executive
Location:Sydney
Language:English
WFH policy:Remote (no office yet)
Industry:AI / Enterprise SaaS
Product:Proprietary generative AI models and packaged AI solutions for enterprise/government
Size and functions of local team:30 sales globally CRO in US Enterprise Sales Leader in EU regional hires in progress
Role description:
Lead Development (Strategic Outbound and Qualified Inbound):
- Conduct strategic outreach and manage warm introductions to potential enterprise customers.
- Convert inbound leads where there are opportunities for upselling or more bespoke agreements.
Value Proposition Validation for Customers:
- Provide hands-on support and guidance to clients during the Proof of Concept (POC) phase ensuring a smooth and successful evaluation process.
- Leverage successful POC outcomes to convert them into long-term revenue-generating contracts.
Deal Management & Closing:
- Develop and execute strategic sales plans to convert leads into valued customers.
-Serve as the primary point of contact for all external stakeholders managing deals and aligning all stakeholders including customer engineering product and commercial teams.
- Handle customer negotiations end-to-end collaborating with our legal and implementation specialist teams.
Executive Engagement:
- Cultivate and maintain strong relationships with C-level executives heads of innovation/AI and other key decision makers within targetorganisations.
- Understand their specific challenges and position Mistral AIs solutions as integral to their strategic initiatives.
Technical Aptitude:
- Demonstrate a deep understanding of our products technical intricacies and articulate its value proposition effectively to potential clients.
- Work closely with our implementation team to address customer questions concerns and challenges during pre-sales deployment and post-deployment phases.
- Collaborate with our technical team to address any customer inquiries or concerns.
Training and Enablement:
- Empower internal teams with the knowledge and resources gathered from customer conversations to drive the product roadmap and align on priorities.

Mistrals success depends onfast accurate qualificationand closing pilots quickly to scale long-term. They qualify and offer fast multi million pilot contracts to let companies qualify themselves out.

Customer base:Large enterprises and governments; multi-year 78 figure strategic partnerships (e.g. ASML CGM Luxembourg Gov UK bank).
Sales cycle:<6 months where possible; focus on rapid pilot sales (not PoCs) then scaling into 8-9-figure expansions.
Sales motion:Value-based consultative MEDDPICC-driven; C-level entry (CEO CIO CTO); qualify rigorously for business impact (cost savings revenue generation).
Approach:Trusted consultant mindset; solution-oriented co-building use cases; financially and technically creative in structuring deals.
Expectation:Self-sufficient strategic seller; must quickly understand Mistrals technical AI offering and translate into business value.
Quota / deal size:Multi-million ARR per account; expectation is to have experience closing 10M deals ideally 50M.

Unique about the company/role:

Europes leading GenAI company (2 years old hyper-growth building product while scaling enterprise sales). Focus on governance and data protection.
Customersaretrue partnerships with co-investment not just SaaS
They have direct access to top executives at client organisationsnetwork not required.
Rare opportunity toshape how AI transforms core business processes

Growth perspective:

Build some of thelargest AI enterprise deals in ANZ(7-9 figure deals).
Exposure to global leadership and opportunity to grow with one of Europes most strategic AI companies.
Influence Mistrals sales playbook in a greenfield emerging industry.

Must haves:

7-10 years experience in enterprise sales with a highly complex technicalproduct
Proven track record closingmulti-million deals
Experience in AIdeep tech cloud data or adjacent fields(AI experience not required but strong conceptual grasp of technical products is)
Strongvalue-based sellingusing MEDDPICC or similar methodology
C-level engagement and top-down selling experience
Ability to qualify fast and demand clarity on business outcomes (pilot success criteria impact on revenue/costs)
Consultant mindset -sharp strategic adaptable not a networker or pure hunter
Resilient and agile -able to thrive in a scale-up with an evolving product
Are you audacious enough

Nice to haves:

Background in top-tier consultancy (McKinsey BCG Bain) transition into enterprise sales
Experience with more creative deal structuring (financial & technical)

Salary range & secondary benefits: dont share
They dont share a range directly its likely around 300-400k OTE BUT 80% of people they closed took a cut on pay for the long-term perspective.
They have never focused on people who were looking at short-term cash gain - these typically corporate types have not been a fit anyway.
That said we should not deny the conversation based on comp so always intro if its a match but flag expectations and whether someone is indexing on short term gain (so this can be challenged)

Hiring process:

TA screen
Peer interview
Hiring manager (Head of Enterprise Sales)
Panel interview:
a.Account planning exercise
b.Role play(CIO/CEO first meeting e.g. HSBC scenario)
- Focus on vision strategic approach and ability to think big
- Candidate prep call may be added before panel to avoid misalignment

Intro: LL approach - asked not to make yet
CRM:

Company:Mistral AIRole:Enterprise Account ExecutiveLocation:SydneyLanguage:EnglishWFH policy:Remote (no office yet)Industry:AI / Enterprise SaaSProduct:Proprietary generative AI models and packaged AI solutions for enterprise/governmentSize and functions of local team:30 sales globally CRO in US Ent...