Back to jobs
New

Senior Account Executive (AI Factory Solutions)

Remote

About Phaidra

Phaidra is building the future of industrial automation.

The world today is filled with static, monolithic infrastructure. Factories, power plants, buildings, etc. operate the same they've operated for decades — because the controls programming is hard-coded. Thousands of lines of rules and heuristics that define how the machines interact with each other. The result of all this hard-coding is that facilities are frozen in time, unable to adapt to their environment while their performance slowly degrades.

Phaidra creates AI-powered control systems for the industrial sector, enabling industrial facilities to automatically learn and improve over time. Specifically:

  • We use reinforcement learning algorithms to provide this intelligence, converting raw sensor data into high-value actions and decisions.
  • We focus on industrial applications, which tend to be well-sensorized with measurable KPIs — perfect for reinforcement learning.
  • We enable domain experts (our users) to configure the AI control systems (i.e. agents) without writing code. They define what they want their AI agents to do, and we do it for them.

Our team has a track record of applying AI to some of the toughest problems. From achieving superhuman performance with DeepMind's AlphaGo, to reducing the energy required to cool Google's Data Centers by 40%, we deeply understand AI and how to apply it in production for massive impact.

Phaidra’s ability to achieve its mission is determined by our ability to work together — as defined by our core values: Transparency, Collaboration, Operational Excellence, Ownership, and Empathy. We seek individuals who embody these values, as they are instrumental in ensuring our team consistently delivers excellence and fosters an engaging and supportive culture

Phaidra is based in the USA, but we are 100% remote with no physical office. We hire employees internationally with the help of our partner, OysterHR. Our team is currently located throughout the USA, Canada, UK, Italy, Sweden, Spain, Portugal, the Netherlands, Singapore, Australia, and India.

Who You Are

Phaidra is pioneering the AI Factory model, transforming how industrial facilities, particularly the most advanced data centers, continuously learn, adapt, and optimize their performance. Unlike traditional data centers that store and process data, AI factories are purpose-built to manufacture intelligence at scale, turning raw data into real-time insights and predictions. Our cutting-edge reinforcement learning algorithms drive radical resource efficiency and unlock unprecedented levels of automation. This new era of AI is becoming essential national infrastructure, much like electricity or the internet.

We are seeking a highly motivated and experienced Senior Account Executive to drive the adoption of Phaidra's AI Factory solutions within the enterprise and data center markets. You will be instrumental in bringing a disruptive new technology to market, helping our customers leverage the power of AI to achieve faster time to value, scalability, and cost-effectiveness in their operations.

NVIDIA's Vision of AI Factories:

NVIDIA, a key player in this revolution, describes AI Factories as facilities that go beyond traditional data centers, focusing on the manufacturing of intelligence. They emphasize the integration of powerful GPUs for fast data processing and AI model training, advanced networking to connect massive GPU clusters, and sophisticated software platforms for designing, testing, and deploying AI models. NVIDIA's CEO, Jensen Huang, views AI as new infrastructure, akin to electricity or the internet, and the AI factories as the facilities that produce valuable "tokens" – units of data and information that combine to create new knowledge and intelligent solutions. These factories are driving innovation, efficiency, and market differentiation by making AI faster, cheaper, and more powerful for a wide range of applications, including healthcare, autonomous vehicles, and telecom.

 

Responsibilities

  • Strategic Account Management: Develop and execute account plans to drive sales of Phaidra's AI Factory solutions, specifically targeting large enterprise customers and leading data center operators.
  • New Business Development: Identify and qualify new sales opportunities, building and managing a robust pipeline from lead generation to close.
  • Value-Based Selling: Articulate Phaidra's unique value proposition, demonstrating how our AI Factory solutions translate into tangible business benefits, such as increased energy efficiency, reduced operational costs, and enhanced sustainability, particularly within data center environments.
  • Technical Acumen: Understand and effectively communicate complex AI concepts to both technical and business stakeholders, positioning Phaidra as a leader in the industrial AI space.
  • Relationship Building: Cultivate strong, long-term relationships with key decision-makers and influencers within target accounts.
  • Negotiation & Closing: Lead contract negotiations to successful closure, ensuring mutually beneficial agreements.
  • Market Intelligence: Stay abreast of industry trends, competitive landscapes, and emerging AI factory developments to inform sales strategies.
  • Collaboration: Work closely with product, engineering, and customer success teams to ensure seamless customer onboarding and satisfaction.
  • Sales Performance: Consistently meet and exceed sales targets and key performance indicators.

Key Qualifications

  • Enterprise Software Sales Experience: 7+ years of proven success in enterprise software sales, with a strong track record of exceeding quotas and closing complex deals. Experience with value-based selling methodologies and familiarity with CRM software (e.g., Salesforce).
  • Bringing New Technology to Market: Demonstrated experience in commercializing novel and disruptive technologies, requiring strong consultative selling skills and the ability to educate the market.
  • Industrial Domain Knowledge: Experience working with industrial customers and navigating their unique operational and organizational structures.
  • Customer-Centric Approach: A genuine passion for understanding customer needs and delivering solutions that drive their success, especially concerning sustainability and ESG initiatives.
  • Exceptional Communication Skills: Excellent verbal and written communication abilities, capable of presenting compelling solutions to diverse audiences.
  • Strategic and Analytical: Strong analytical skills with the ability to develop strategic sales plans and understand key sales metrics.
  • Self-Motivated & Independent: Highly self-driven, able to work autonomously and manage a sales territory effectively.
  • Resilience & Adaptability: Ability to thrive in a fast-paced, evolving market and effectively address customer skepticism towards new technologies.
  • Education: Bachelor's degree required; Bachelor of Engineering preferred.
  • Values Alignment: Embodies Phaidra's values of transparency, collaboration, agility, ownership, and empathy.

Preferred Skills & Experience

  • Experience or strong familiarity with AI/Machine Learning concepts and their application in industrial or data center environments.
  • Understanding of the data center industry, its operational challenges, energy consumption demands, and the current landscape of AI adoption within this sector.
  • Understanding of industrial control systems or automation technologies.

Onboarding Plan

Day 30 Checkpoints: Foundation & Learning

Focus: Onboarding, product immersion, market landscape understanding, internal relationship building.

  • Product & Technology Acumen:
    • Checkpoint: Able to articulate Phaidra's core value proposition and key features of the AI Factory solution in their own words, without relying on scripts.
    • Evidence: Successfully completes initial product training modules. Can explain the difference between Phaidra's approach and traditional industrial controls.
    • Discussion Points: Review understanding of reinforcement learning in the context of industrial optimization. Address any technical gaps.
  • Market & Industry Understanding:
    • Checkpoint: Demonstrates a foundational understanding of the current state of the AI Factory market and key trends in the data center industry (e.g., sustainability drivers, operational challenges, key players).
    • Evidence: Can discuss the NVIDIA AI Factory vision in a Phaidra context. Has researched and identified top 10 target accounts within their assigned territory/segment.
    • Discussion Points: Review target account selection criteria. Discuss initial market insights and potential challenges.
  • Internal Process & Tools:
    • Checkpoint: Proficient in using Phaidra's CRM (e.g., Salesforce) for basic contact/account management and activity logging. Understands the sales process stages.
    • Evidence: CRM is updated with initial target accounts and activities. Attends all scheduled internal sales and product training sessions.
    • Discussion Points: Ensure comfort with internal communication tools and cadence.
  • Relationship Building:
    • Checkpoint: Has conducted 1:1 introductory meetings with key internal stakeholders (VP of Sales, VP of Solutions, CTO, key Solution Engineers, Customer Success team members).
    • Evidence: Documented notes from these meetings.
    • Discussion Points: Confirm understanding of roles and responsibilities within the sales cycle.
  • Initial Outreach Plan:
    • Checkpoint: Develops a preliminary 60-day outreach plan for initial target accounts.
    • Evidence: Shares draft plan with VP of Sales for feedback.
    • Discussion Points: Refine strategy for initial engagement and messaging for "new technology to market."

Day 60 Checkpoints: Engagement & Pipeline Initiation

Focus: Active outreach, initial customer conversations, qualifying opportunities, pipeline generation.

  • Active Outreach & Discovery:
    • Checkpoint: Has conducted at least 15 qualified discovery calls or initial meetings with new prospects in target accounts.
    • Evidence: CRM reflects documented discovery calls with key insights captured. Can articulate identified customer pain points and how Phaidra potentially solves them.
    • Discussion Points: Review call effectiveness, question quality, and ability to uncover customer needs.
  • Pipeline Generation:
    • Checkpoint: Has generated at least 3-5 qualified opportunities (e.g., MQLs/SQLs that progress past initial discovery) within their assigned territory/segment.
    • Evidence: Opportunities entered into CRM with clear next steps and identified decision-makers/influencers.
    • Discussion Points: Assess opportunity quality and probability. Discuss strategies for accelerating pipeline.
  • Value Proposition Refinement:
    • Checkpoint: Can confidently present Phaidra's high-level value proposition and address common initial objections related to new technology adoption in the data center space.
    • Evidence: Successfully delivers a simulated pitch to VP of Sales/Solutions.
    • Discussion Points: Provide feedback on pitch effectiveness, storytelling, and handling objections.
  • Collaboration & Leverage:
    • Checkpoint: Effectively engages and leverages internal resources (Solution Engineers, Customer Success) for initial customer engagements.
    • Evidence: Evidence of joint calls or collaborative preparation for customer meetings.
    • Discussion Points: Review resource utilization and identify any friction points.
  • Market Feedback:
    • Checkpoint: Provides initial qualitative feedback from customer interactions back to the product/solutions teams.
    • Evidence: Shares insights gathered from the market that could influence product development or sales strategy.
    • Discussion Points: Discuss actionable feedback and how it can be integrated.

Day 90 Checkpoints: Progression & Ownership

Focus: Driving opportunities, forecasting, independent territory management, demonstrating ROI.

  • Opportunity Progression:
    • Checkpoint: Has progressed at least 1-2 qualified opportunities into the "demonstration," "proof-of-concept," or "proposal" stage.
    • Evidence: Deep understanding of the specific use case, ROI potential, and political landscape for each advanced opportunity. Clear next steps and action plans in CRM.
    • Discussion Points: Deep dive into active opportunities, forecast accuracy, and potential roadblocks.
  • ROI & Business Case Development:
    • Checkpoint: Able to articulate and begin to quantify the potential business value (e.g., energy savings, efficiency gains) of Phaidra's solution for specific data center customers.
    • Evidence: Can walk through a basic ROI calculation for a hypothetical customer.
    • Discussion Points: Refine approach to building compelling business cases.
  • Territory & Account Planning:
    • Checkpoint: Presents a comprehensive 6-month territory plan including target accounts, key initiatives, and a projected pipeline.
    • Evidence: Detailed plan submitted and reviewed with VP of Sales.
    • Discussion Points: Strategic review of territory plan, ensuring alignment with company goals.
  • Independent Contribution:
    • Checkpoint: Demonstrates increasing autonomy in managing their sales cycle, requiring minimal oversight for routine tasks.
    • Evidence: Proactively identifies and addresses challenges. Demonstrates initiative in self-learning and problem-solving.
    • Discussion Points: Provide feedback on independence and decision-making.
  • Continuous Improvement:
    • Checkpoint: Actively participates in sales team meetings, shares best practices, and contributes to the overall sales strategy.
    • Evidence: Engages in discussions, offers insights, and seeks constructive feedback.
    • Discussion Points: Discuss areas for continued professional development and growth within Phaidra.

General Interview Process

All of our interviews are held via Google Meet, and an active camera connection is required.

  1. Meeting with People Operations team member (30 minutes): The purpose of this interview is to meet the candidate, learn more about their background, discuss what they are looking for in a new position, and cover formalities around their application.
  2. Meeting with VP of Sales (60 minutes): This is an introductory call with the hiring manager so that the candidate and the hiring manager can get to know each other better. It will mainly focus on the candidate’s previous experience and background. The interviewer will assess the candidate's sales strategy, hunter mentality, pipeline management, closing capabilities, and leadership potential. This interview should validate the candidate's sales process, track record, and alignment with Phaidra's commercial goals.
  3. Meeting with VP of Solutions (60 minutes): The purpose of this interview is to evaluate the candidate's technical acumen, ability to conduct value-based selling, problem-solving skills, and approach to collaboratively developing customer solutions. This interview will assess the candidate's capacity to translate technical capabilities into business value.
  4. Meeting with CTO (45 minutes): The purpose of this interview is to assess the candidate's technical depth, understanding of AI/ML trends, ability to articulate complex technical concepts, and their vision for the future of AI in industry. 
  5. Meeting with CEO (60 minutes): The purpose of this interview is to evaluate the candidate's strategic alignment, long-term vision, culture fit, executive presence, and potential impact on the company's growth and mission. Overall, this is a higher-level discussion on the candidate's strategic thinking and fit with Phaidra's unique culture and ambition.

Base Salary

  • United States Residents: 150,000 USD base/ 300,000 USD OTE
  • Canada Residents: 113,186 CAD-154,345 CAD base / 226,692 CAD OTE - 309,126 CAD OTE

This position will also include equity.

These are best faith estimates of the base salary range for this position. Multiple factors such as experience, education, level, and location are taken into account when determining compensation.

Benefits & Perks

  • Fast-paced and team-oriented environment where you will be instrumental in the direction of the company.
  • Phaidra is a 100% remote company with a digital nomad policy.
  • Competitive compensation & equity.
  • Outsized responsibilities & professional development.
  • Training is foundational; functional, customer immersion, and development training.
  • Medical, dental, and vision insurance (exact benefits vary by region).
  • Unlimited paid time off, with a minimum of 20 days off per year requirement.
  • Paid parental leave (exact benefits vary by region).
  • Home office setup allowance, coworking space stipend, and company MacBook.

*Please note that Phaidra’s benefits and perks listed above do not apply to temporary employees such as interns.

On being Remote

We are thoughtful about remote collaboration. We look to the pioneers - like Gitlab - for inspiration and best practices to create a stellar remote work environment. We have a documentation-first culture and actively practice asynchronous communication in everything we do. Our team stays connected through tools like Slack and video chat. We have dedicated all-hands meetings weekly to build strong relationships, and we hold virtual team building events as well as virtual socials. 

Equal Opportunity Employment

Phaidra is an Equal Opportunity Employer; employment with Phaidra is governed on the basis of merit, competence, and qualifications and will not be influenced in any manner by race, color, religion, gender, national origin/ethnicity, veteran status, disability status, age, sexual orientation, gender identity, marital status, mental or physical disability, or any other legally protected status. We welcome diversity and strive to maintain an inclusive environment for all employees. If you need assistance with completing the application process, please contact us at hiring@phaidra.ai.

E-Verify Notice

Phaidra participates in E-Verify, an employment authorization database provided through the U.S. Department of Homeland Security (DHS) and Social Security Administration (SSA). As required by law, we will provide the SSA and, if necessary, the DHS, with information from each new employee’s Form I-9 to confirm work authorization for those residing in the United States.

Additional information about E-Verify can be found here.

#LI-Remote

WE DO NOT ACCEPT APPLICATIONS FROM RECRUITERS.

Apply for this job

*

indicates a required field

Resume/CV*

Accepted file types: pdf, doc, docx, txt, rtf

Cover Letter

Accepted file types: pdf, doc, docx, txt, rtf

Select...
Select...
Select...
Select...

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey. Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiring process or thereafter. Any information that you do provide will be recorded and maintained in a confidential file.

As set forth in Phaidra’s Equal Employment Opportunity policy, we do not discriminate on the basis of any protected group status under any applicable law.

Select...
Select...
Race & Ethnicity Definitions

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection. As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measure the effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categories is as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.

Select...

Voluntary Self-Identification of Disability

Form CC-305
Page 1 of 1
OMB Control Number 1250-0005
Expires 04/30/2026

Why are you being asked to complete this form?

We are a federal contractor or subcontractor. The law requires us to provide equal employment opportunity to qualified people with disabilities. We have a goal of having at least 7% of our workers as people with disabilities. The law says we must measure our progress towards this goal. To do this, we must ask applicants and employees if they have a disability or have ever had one. People can become disabled, so we need to ask this question at least every five years.

Completing this form is voluntary, and we hope that you will choose to do so. Your answer is confidential. No one who makes hiring decisions will see it. Your decision to complete the form and your answer will not harm you in any way. If you want to learn more about the law or this form, visit the U.S. Department of Labor’s Office of Federal Contract Compliance Programs (OFCCP) website at www.dol.gov/ofccp.

How do you know if you have a disability?

A disability is a condition that substantially limits one or more of your “major life activities.” If you have or have ever had such a condition, you are a person with a disability. Disabilities include, but are not limited to:

  • Alcohol or other substance use disorder (not currently using drugs illegally)
  • Autoimmune disorder, for example, lupus, fibromyalgia, rheumatoid arthritis, HIV/AIDS
  • Blind or low vision
  • Cancer (past or present)
  • Cardiovascular or heart disease
  • Celiac disease
  • Cerebral palsy
  • Deaf or serious difficulty hearing
  • Diabetes
  • Disfigurement, for example, disfigurement caused by burns, wounds, accidents, or congenital disorders
  • Epilepsy or other seizure disorder
  • Gastrointestinal disorders, for example, Crohn's Disease, irritable bowel syndrome
  • Intellectual or developmental disability
  • Mental health conditions, for example, depression, bipolar disorder, anxiety disorder, schizophrenia, PTSD
  • Missing limbs or partially missing limbs
  • Mobility impairment, benefiting from the use of a wheelchair, scooter, walker, leg brace(s) and/or other supports
  • Nervous system condition, for example, migraine headaches, Parkinson’s disease, multiple sclerosis (MS)
  • Neurodivergence, for example, attention-deficit/hyperactivity disorder (ADHD), autism spectrum disorder, dyslexia, dyspraxia, other learning disabilities
  • Partial or complete paralysis (any cause)
  • Pulmonary or respiratory conditions, for example, tuberculosis, asthma, emphysema
  • Short stature (dwarfism)
  • Traumatic brain injury
Select...

PUBLIC BURDEN STATEMENT: According to the Paperwork Reduction Act of 1995 no persons are required to respond to a collection of information unless such collection displays a valid OMB control number. This survey should take about 5 minutes to complete.