企业客户经理（美国 - 西部）
Enterprise Account Executive (US - West)
关于Weaviate
Weaviate https://weaviate.io/ 是一家以开源和创意为核心的人工智能初创公司。我们的AI原生向量数据库通过机器学习以一种全新的方式从非结构化数据中创建有意义的见解。Weaviate 被福布斯评为50家顶级人工智能初创公司之一，每月下载量超过一百万次，正迅速受到开发人员和企业用户的欢迎。
我们的团队成员在全球各地远程工作，拥有随时随地工作的灵活性。我们的员工认为这是巨大的优势！我们以强烈的主人翁意识和协作精神运营，团队注重结果的同时，也赋能每个人发挥最佳水平。
关于这个职位
- 全流程销售：管理从初步接触、线索评估到复杂合同谈判和成交的端到端销售流程。
- 区域战略：制定并执行战略计划，渗透该地区的重点行业（金融、电商、医疗等）。
- 解决方案销售：进行深入调研，了解潜在客户的痛点，并展示Weaviate的向量搜索和AI功能如何带来竞争优势。
- 社区参与：与我们的开发者关系和市场团队紧密合作，利用我们庞大的开源社区作为企业机会的来源。
- 销售管道管理：维护准确的预测和CRM记录（Salesforce/HubSpot），以确保可预测的收入增长。
我们寻找的人选
- 经验：4年以上B2B SaaS销售经验，最好在基础设施、数据库或AI/ML领域有相关经验。
- 美国西海岸专业知识：在美国西海岸市场有达成并超越配额的出色业绩，熟悉区域采购和法律细节。
- 技术通晓：你不需要是开发者，但应能自如地讨论API、大语言模型（LLMs）、向量嵌入和云架构（AWS/GCP/Azure）。
- 沟通能力：出色的英语口头和书面沟通能力。
- 思维模式：具有“建设者”心态。你能在快速发展的初创公司的模糊环境中茁壮成长，并享受制定自己的操作手册。
- 接受过销售方法论（如MEDDIC、SPIN、Challenger）培训者优先考虑。
- 学习速度快，情商高，能够影响关键决策者。
- 对在企业销售领域提升自己的职业发展充满热情，并希望深入了解我们的产品。
查看英文原文
ABOUT WEAVIATE
Weaviate https://weaviate.io/ is an AI startup with open source and creativity at its core. Our AI-native vector database uses machine learning to create meaningful insights from unstructured data in a completely new way. Named one of Forbes’ Top 50 AI startups, and with over a million monthly downloads, Weaviate is quickly growing in popularity with developers and enterprises alike.
Our team members work remotely across the globe with the flexibility to work from anywhere and at any time. Our people experience this as a massive benefit! Operating with a strong sense of ownership and collaboration, our teams prioritize results while empowering each individual to do their best work.
About this role
- Full Sales Lifecycle: Manage the end-to-end sales process - from initial outreach and lead qualification to complex contract negotiations and closing.
- Territory Strategy: Develop and execute a strategic plan to penetrate key industries (Finance, E-commerce, Healthcare, etc.) within the region.
- Solution Selling: Conduct deep discovery to understand prospect pain points and demonstrate how Weaviate’s vector search and AI features provide a competitive edge.
- Community Engagement: Work closely with our Developer Relations and Marketing teams to leverage our massive open-source community as a source of enterprise opportunities.
- Pipeline Management: Maintain accurate forecasts and CRM records (Salesforce/HubSpot) to ensure predictable revenue growth.
What we are looking for
- Experience: 4+ years of B2B SaaS sales experience, preferably in infrastructure, databases, or AI/ML.
- US (West) Expertise: Proven track record of hitting and exceeding quotas within the US West Coast market, including familiarity with regional procurement and legal nuances.
- Technical Fluency: You do not need to be a developer, but you should be able to comfortably discuss APIs, LLMs, vector embeddings, and cloud architecture (AWS/GCP/Azure).
- Communication: Exceptional verbal and written communication skills in English.
- Mindset: A 'builder' mentality. You thrive in the ambiguity of a fast-growing startup and enjoy creating your own playbooks.
- Training in sales methodologies (e.g., MEDDIC, SPIN, Challenger) is highly desirable.
- Quick learner with high emotional intelligence (EQ) and the ability to influence key stakeholders.
- Passionate about advancing your career in enterprise sales and deepening your knowledge of our products.
- Aligned with our company values and culture.
WHAT WE OFFER
- 100% remote with flexible work hours.
- Competitive compensation, including paid time off https://weaviate.io/company/playbook/taking-time-off-at-weaviate.
- Budget available to spend on going to conferences, co-working space, home office equipment, etc.
- Work with very experienced and fun team members.
- An atmosphere that encourages learning and personal growth, and that gives you lots of freedom, flexibility, and responsibilities.
- You will work at the forefront of search, ML/AI, and cloud-native technologies - and all of it is open source.
ARE YOU INTERESTED?
Have a look at this page https://weaviate.io/company/careers#interview-process to learn what you can expect from our interview process. Be aware that conducting a background check is part of our onboarding.
If you’re interested in Weaviate and this role, please apply through this vacancy. We’ll be in touch in response to your application. This way, we can ensure you have the best experience while allowing our team to focus on doing their best work.