At a Glance
• Senior enterprise sales role at a high-growth AI decision intelligence software company
• Sell into heavily regulated markets — financial services, insurance, energy, and life sciences
• Own and build your territory across the East Coast of the USA
• Remote-first with travel to key accounts across New York, Boston, Washington DC, and beyond
• Base salary $130,000–$165,000 + uncapped commission (OTE $260,000–$320,000+)
About Our Client
Ocho People are proud to be partnering with a fast-scaling AI software business operating at the forefront of decision intelligence. Our client has built a sophisticated AI-powered platform that enables organisations in highly regulated markets to automate, audit, and optimise high-stakes decision-making processes — from credit and underwriting to regulatory reporting, risk assessment, and compliance workflows. Their technology gives regulated businesses the speed of automation without sacrificing the explainability and governance that regulators demand. Trusted by leading names across financial services, insurance, energy, and life sciences, the business is growing rapidly and expanding its commercial footprint across North America. This is a rare opportunity to sell genuinely differentiated software into buyers who feel the problem acutely every single day.
The Role
This is a high-impact individual contributor role for an enterprise seller who knows how to navigate complex, compliance-driven buying environments. You will own the East Coast territory from the ground up — building pipeline, running sophisticated multi-stakeholder sales cycles, and closing transformative deals with Chief Risk Officers, Chief Compliance Officers, Heads of Regulatory Affairs, and their technology counterparts. The sales cycle is consultative and requires genuine domain fluency: your buyers are smart, risk-averse, and under real regulatory pressure, and they need a trusted advisor who understands their world, not just a product pitch. You will have direct access to founders, product, and pre-sales support, and real influence over how the commercial motion is built as the team scales.
Key Responsibilities
• Own the full enterprise sales cycle from prospecting through to close across a defined East Coast territory
• Drive net-new revenue by building and managing a robust, largely self-generated pipeline of enterprise opportunities
• Engage CRO, CCO, Head of Regulatory Affairs, and senior technology stakeholders, positioning the platform as a strategic operational investment
• Lead deep discovery to understand each prospect’s regulatory obligations, decision-making infrastructure, and risk appetite
• Partner with pre-sales and solution consultants to design compelling, technically credible evaluations and proof-of-concept engagements
• Negotiate and close six- and seven-figure contracts, navigating complex procurement, legal, and compliance review processes
• Build long-term account plans that maximise expansion ARR across key enterprise accounts
• Collaborate with marketing and SDR teams on targeted outbound campaigns into priority verticals and prospect segments
• Feed market intelligence, buyer objections, and competitive insight back into product and go-to-market strategy
• Represent the business at industry conferences, regulatory events, and customer briefings across the East Coast
What You’ll Need
Essential
• 5+ years’ enterprise B2B software sales experience, with a demonstrable track record of closing six- and seven-figure deals
• Experience selling into regulated markets — financial services, insurance, energy, healthcare, or life sciences
• Comfortable engaging C-suite and senior risk, compliance, or regulatory stakeholders as the primary economic buyer
• Proven ability to build and manage a largely self-sourced pipeline in a competitive, complex-sale environment
• Strong consultative selling skills — able to map customer regulatory pain to platform value without relying on demos alone
• Experience navigating long, multi-stakeholder enterprise sales cycles involving legal, procurement, and compliance functions
• Right to work in the USA without restriction; based on the East Coast
Desirable / Nice to Have
• Background selling AI, analytics, risk, or compliance software into regulated enterprise buyers
• Familiarity with regulatory frameworks relevant to target verticals — Basel, Solvency II, DORA, SR 11-7, or equivalent
• MEDDIC or MEDDPICC-trained sales methodology
• Experience at a high-growth Series A–C software or AI company
Why Apply?
• Base salary $130,000–$165,000 depending on experience, with OTE of $260,000–$320,000+ uncapped
• Meaningful equity participation in a high-growth AI software business
• Remote-first with flexibility to work from anywhere on the East Coast
• Comprehensive medical, dental, and vision coverage; 401(k) with company match
• Sell genuinely differentiated AI software into buyers who feel the problem every day — this is not a commodity sale
• Direct access to founders and leadership — your input shapes how the commercial function scales
How to Apply
Connect with your Ocho People consultant on LinkedIn or submit your CV via the link below. All applications are treated in the strictest confidence.
