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Senior Account Executive - Energy & Natural Resources



Sales & Business Development
Calgary, AB, Canada
Posted on Saturday, June 1, 2024
About Us:
AltaML is a leading North American applied AI company with extensive experience in building and operationalizing AI solutions. We call our business model Invent and Studio, from industry agnostic to industry focused, which encompasses focus and domain expertise combined with an ability to understand workflows and how to get to generalizability with data. AltaML has multiple functional disciplines and joint ventures.
We are a company like no other – we believe in making small bets, failing fast, and being better together. We are looking for creative problem-solvers who obsess about the customer to find wins across different industries.
We don’t hire for fit; we hire to add. We are looking for people who play our core values of being: Agile, Gritty Humble, and Happy. If you’re passionate about AI/ML, thrive in a dynamic environment, and want to work with a diverse team of wickedly smart people, we want to hear from you!
Responsible AI (RAI)
AltaML employees, contractors, and associates must be trained and well-versed in the importance of Responsible AI and empowered to enact RAI principles by developing and deploying AI solutions. They should also be empowered to raise and escalate RAI concerns as required.
AltaML is responsible for elevating public discourse and awareness of AI through open, transparent communications with the broader public.
As Senior Account Executive you will use your considerable network of Energy & Natural resources companies and ecosystem partners, to drive business development across the energy value chain in Canada. Your primary responsibility will be to acquire and grow enterprise customers in the Energy, Natural Resources, and Utilities verticals, through Applied AI solution sales to targeted accounts. You will work with and lead various AltaML teams across sales, marketing, AI solutions delivery, to acquire new and grow existing accounts.
Your knowledge of the AI & ML landscape along with an ability to understand and articulate the business value and impact of AI in the Energy, Natural Resources, and Utilities verticals will be a key success driver for this role. This will include identifying and helping to shape high value opportunities for clients that enable their strategic goals and transformation efforts.
Your ability to be seen as a senior leader in the Energy, Natural Resources, and Utilities ecosystems and to quickly qualify and grow a sales pipeline will be seen as essential within the role. Experience and a proven track record of successful selling to executive and C-suite in Energy, Natural Resources, and Utilities organizations will be critical.

What You'll Do:

  • Work with and lead cross-functional teams as necessary, and serve as the most senior customer contact for sales-related activities
  • Lead the development of new deals and sales opportunities across your targeted account and region
  • Contribute and guide the development of new processes, templates and standards
  • Grow revenue in your targeted region and accounts to meet in year revenue targets
  • Build and manage a diverse set of clients to achieve sustainable high quality recurring revenue
  • Provide guidance to customers starting their AI/ML journey on how to pick best-fit solutions.
  • Understand the business requirements of our customers and work closely with the project and delivery and internal development teams to guide the direction of our service offerings and product-market fit
  • Recommend process improvements within the Business Development, Delivery and Marketing functions
  • Contribute to the governance and management of the CRM technology platform
  • Ensure that quality of data and reporting for your portfolio is maintained
  • Maintain a high quality sales pipeline to achieve sales targets
  • Maintain, nurture and advance opportunities across each stage of the sales lifecycle
  • Development and creation of contractual documents and pricing strategies for each sale
  • Liaise with, and identify new, hyperscalers, consulting, SI and academic partnerships that would support, grow and lead towards increased revenue opportunities

What You Bring:

  • You’re passionate about the impact AI can make within the Energy, Natural Resources, and Utilities verticals
  • 8+ years in the industry and/or enterprise B2B sales (preferably of professional services) to Energy, Natural Resources, and Utilities verticals
  • You are seen as a strong leader in the respective ecosystems and have a personal brand within the Energy, Natural Resources, and Utilities verticals
  • You have strong interpersonal and leadership skills, and have lead small teams to execute across the sales lifecycle including discovery, executive advisory, solution architecture, and post-sales delivery and success management
  • You have a strong sales and client network you can draw from that will quickly allow you to qualify opportunities and fill sales pipelines
  • You have a proven track record of meeting and exceeding multi million dollar quotas
  • Foundational knowledge of AI/ML (Business level) is desirable
  • The adaptability, agility, growth-mindset required to succeed in a tech scale-up
  • Superior verbal and written communication skills
  • Superior client relationship skills
  • Conflict resolution and Organisational Change Management experience
  • Strong facilitation and presentation development
Equal Opportunities
AltaML is an equal opportunity employer committed to creating a safe, diverse and inclusive environment. We encourage qualified applicants of all backgrounds including ethnicity, religion, disability status, gender identity, sexual orientation, family status, age, nationality, and education levels to apply. If you are contacted for an interview and require accommodation during the interviewing process, please let us know.
We Look for A-Players Who:
- Express our core values
- Are hungry for knowledge
- Want to learn new skills
- Are respectful
- Collaborate with others across the whole company
- Share knowledge with coworkers
- Educate and promote AI and ML concepts both internally and externally
- Have a high work ethic and are self-motivated
Our Perks:
🌴Uncapped Vacation - For all full time, permanent employees. Seriously, take the time you need - when you need it.
🚀Make an Impact - Witness the impact your work contribution has on the success of our company.
👩🏿‍💻Working with PhD and Master Level Colleagues - Endless conversations around the latest in Machine Learning and Applied AI.
🩺Competitive Benefits - For all full time, permanent employees.
🏢 Office as a Resource - Hybrid work environment with state-of-the-art office spaces that ignite collaboration.
Big Slack Energy - IYKYK.
Our Culture:
You will be working in a high-paced environment focused on creating unique ML solutions to problems across multiple industries to generate impactful value. You will be working at a company with employees who have multiple years of industrial and academic experience in data science, software engineering, product development, and machine learning fields.
You will be able to experience a collaborative company culture, which means we believe in working hard, getting the job done, and enjoying the group social on Fridays. You’ll also get flexibility in where you work, what hours you work, how much vacation you take, and what you wear. We expect hard work but respect work/life balance.
Core Values:
At AltaML, we are driven by our core values. We believe that by embodying these values in everything we do, we will exceed our customer’s expectations while creating a positive and empowering work environment for our team members. We are dedicated to living our values and strive to make them the foundation for our success.
We are entrepreneurial, determined, and resilient, pushing through challenges to achieve our goals.
We make decisions based on “little bets” creating a safe space to take risks. We embrace an interactive process, allowing ideas to fail quickly or be scaled iteratively. Together, we continuously refine and improve our approach to reach the desired outcome.
We listen to data, embrace new ideas, admit limitations and take ownership to solve problems. We constantly push ourselves to improve and excel.
We ignite passion and purpose by fostering a dynamic work environment. We encourage tap dancing to work, common sense over rules, empowering team members to find joy in their contributions, and being your authentic self.