Sr. Director, Business Development - AI Solutions Group

WE ARE VERITONE 

Veritone (NASDAQ: VERI) designs human-centered AI solutions. Serving customers in the talent acquisition, media, entertainment and public sector industries, Veritone’s software and services empower individuals at the world’s largest and most recognizable brands to run more efficiently, accelerate decision making and increase profitability. Veritone’s leading enterprise AI platform, aiWARE™, orchestrates an ever-growing ecosystem of machine learning models, transforming data sources into actionable intelligence. By blending human expertise with AI technology, Veritone advances human potential to help organizations solve problems and achieve more than ever before, enhancing lives everywhere. To learn more, visit Veritone.com.

POSITION SUMMARY 

Veritone’s newly formed AI Solutions Group is a consulting and services group that addresses the growing demand for expert guidance in AI development and implementation. The AISG group will empower businesses on their digital transformation journey from custom AI strategy development and innovation workshops to custom AI workflow solutions.

We are seeking a dynamic and results-driven Senior Sales Executive to join our team as true revenue leader for Veritone’s AI Solutions Group. This individual will play a crucial role in driving hyper-growth and demand, closing significant deals, within our AI Solutions Group team; which is responsible for delivering custom Data and AI solutions and services for our Commercial and Public Sector customers.  The ideal candidate will bring an existing book of business within the System Integrator and/or Service Provider ecosystem to help accelerate new revenue streams for Veritone.  The successful applicant should have a proven track record of thoroughly navigating complex sales cycles, negotiating high-value contracts, and exceeding revenue targets.

You will operate at the intersection of data, technology, and strategy, working closely with clients to address their most critical challenges. In this role, you’ll understand complex organizational problems, design innovative solutions using advanced AI-driven software platforms, and lead end-to-end implementations.

Collaborating with diverse stakeholders, including engineers, data scientists, business leaders, and operational teams, you’ll ensure our AI solutions deliver measurable value. This role demands a blend of technical expertise, analytical rigor, and strategic thinking, combined with strong interpersonal skills to bridge the gap between technology and business needs.

From strategy to implementation, your work will empower organizations across industries to harness the power of AI, driving tangible impact and delivering measurable results at scale.

WHAT YOU’LL DO

• Deal Execution: Overseeing the entire sales cycle, from prospecting to closing deals, ensuring a thorough understanding of the company's offerings to effectively address customer needs.
• Customer Engagement: Building and maintaining strong relationships with key stakeholders, understanding their business challenges, and proposing tailored solutions.
• Strategic Leadership: Developing and implementing sales strategies to achieve revenue targets, balancing immediate objectives with long-term growth plans.
• Pipeline Management: Establishing and managing a robust sales pipeline, accurately forecasting revenue, and identifying opportunities for expansion.
• Cross-functional Collaboration: Working closely with marketing, product development, and customer success teams to align strategies and ensure a seamless customer experience.
• Market Insights: Staying informed about industry trends, competitor activities, and market dynamics to inform and adapt sales strategies.
• Revenue and Expense Management: Overseeing overall revenue generation and managing expenses to ensure profitability.
• Team Development: Recruiting, training, and mentoring sales team members, setting performance targets, and fostering a high-performance culture.
• Sales Reporting: Maintaining accurate sales records, preparing reports on activities, closings, and adherence to goals, and utilizing tools like Salesforce for data management.
• Forecasting and Planning: Predicting sales activity and revenue achievement, updating prospect statuses, and preparing action plans to identify specific sales targets.
• Presentation and Proposal Preparation: Developing and delivering presentations, proposals, and sales contracts to potential clients.
• Market Participation: Engaging in marketing events such as seminars, trade shows, and telemarketing events to promote the company's offerings.

WHAT YOU’LL NEED

Executive Presence and Communication

• Confidence to present to and build relationships with diverse internal and external audiences, including C-suite executives.
• Exceptional ability to articulate complex ideas simply and persuasively, negotiate effectively, and actively listen to client needs.

Deep Industry and Product Knowledge

• In-depth understanding of AI, data consulting services, data analytics, cloud enablement, and digital transformation, including features, benefits, and business value.
• Mastery of relevant industries (e.g., healthcare, manufacturing, retail) and how data and AI solutions address specific technical and business problems.
• Ability to position yourself as a subject-matter expert and trusted advisor.

Customer-Centric Focus

• Prioritize understanding customer pain points and tailoring solutions to meet their unique needs.
• Build trust and long-term relationships by demonstrating empathy, delivering value beyond the product, and going above and beyond to solve customer problems.

Sales Expertise and Track Record

• 10+ years of successful sales experience in AI, data consulting, or related fields.
• Proven success in outbound prospecting, managing pipelines, and exceeding revenue targets.
• Experience selling solutions across diverse industries and working effectively in a matrixed team structure.

Grit, Resilience, and Results Orientation

• Persistence and adaptability in pursuing opportunities and overcoming setbacks.
• Goal-driven mindset with a relentless focus on achieving and surpassing targets.

Relationship Building and Team Collaboration

• Strong networking skills with expansive connections at the C-suite and non-technical leadership levels.
• Effective collaborator who supports team goals and contributes to a positive team culture.

Adaptability and Continuous Learning

• Quick to learn new technologies, market trends, and adjust strategies in a fast-evolving software/SaaS industry.
• Commitment to ongoing professional development through training, workshops, and self-learning.

Strategic Thinking and Market Insights

• Ability to stay ahead of industry trends, market shifts, and competitor activities to inform sales strategies.
• Expertise in consulting lifecycle and data services like modernization, migration, analytics, and management.

Time Management and Urgency

• Efficiently prioritize tasks and focus on high-impact activities while managing multiple sales opportunities.
• Sense of urgency and high energy to meet fast-paced demands.

Education and Travel Flexibility

• Bachelor’s degree in a technical or business field.
• Willingness to travel up to 30% of the time.

BONUS POINTS IF 

• Top 1% of sales leadership within your past sales organizations
• Technical acumen in B-to-B SaaS/PaaS, Cloud, and Enterprise Software
• Technical Knowledge of artificial intelligence workflows
• Understanding of online software (SaaS) services and technology-based solutions.
• MBA from a top ranked University
• Strong understanding of AI solutions and AI enablement across multiple verticals

WHAT WE OFFER 

• An incredible opportunity to impact AI for good and empower the human with AI solutions and services
• A competitive compensation package
• Participation in the Company’s Equity Program 
• Remote first + Hybrid workplace
• VERI Communities (Affinity Groups) & Belonging
• Empowerment to build your career journey at Veritone
• Flexible (Paid) Time Off
• Benefits Program: medical, dental, vision, 401K matching, and more!
• Mental health awareness and support

OUR CULTURE

• Loves learning & continuous growth; stays current on marketing trends
• Can juggle multiple projects, priorities, and deadlines with a positive attitude
• Comfortable in a fast-paced, small company environment
• Collaborative and always contributing value
• Driven to win as a team
• Remote first workplace
• Check us out!

Veritone is a leading provider of artificial intelligence (AI) technology and solutions. The company's proprietary operating system, aiWARE, orchestrates an expanding ecosystem of machine learning models to transform audio, video and other data sources into actionable intelligence. We love to continuously grow while staying ahead of trends and creating structure in an unstructured world. 

If you’ve made it this far and align with our goals, we look forward to reviewing your qualifications!

DISCLOSURE

Our company provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics.

(Colorado & California Only*): The annual salary range of $172,000.00 to $248,000.00 This base pay is for illustrative purposes only and will be determined based on skills and experience comparable to the job requirements. This position may be eligible for additional compensation and benefits including but not limited to: incentive compensation; health benefits; retirement benefits; life insurance; paid time off; parental leave and benefits; and other employee perks and benefits.

*Note: Disclosure as required by sb19-085 (8-5-20) of the minimum salary compensation for this role when being hired in California & Colorado.

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