Enterprise Account Executive
Omilia · Remote
About the company
Omilia is a leader in Conversational AI. Our cloud platform powers natural, human like customer conversations over voice and chat for some of the largest enterprises in banking, insurance, telecommunications and hospitality, handling hundreds of millions of interactions a year. We build our own deep tech across the stack, from speech recognition and natural language understanding to dialog management, and we integrate natively with the major CCaaS platforms. We are a company of roughly 500 people, distributed across Europe and North America, in the middle of an ambitious platform modernization program: Kubernetes everywhere, autoscaling for every service, a next generation observability stack, and AI woven through our own engineering lifecycle.
Role Purpose
The Enterprise Account Executive, NAM is a senior individual contributor responsible for driving new logo and expansion revenue across enterprise accounts in the United States. The role owns the full sales cycle — from prospecting and qualification through to commercial close — targeting large organisations across priority US verticals deploying contact centre AI and conversational automation. Success is measured by new logo ARR, pipeline coverage, win rate, and the quality of strategic relationships built across the US enterprise account base.
Accountabilities
- Own and deliver new logo ARR and expansion revenue targets for the US enterprise accounts — driving the full sales cycle from prospecting and qualification through to contract signature.
- Build and maintain a healthy, accurately forecasted pipeline — providing the VP of Enterprise Sales with reliable revenue projections and transparent deal status on a weekly cadence.
- Develop and execute a territory plan across US verticals — mapping decision-making structures and aligning Solution Consulting and internal resources to the highest-value opportunities.
- Serve as Omilia's senior commercial representative and trusted technical advisor for the US enterprise accounts — building executive-level relationships and positioning Omilia as the platform of choice for contact centre AI transformation.
- Protect Omilia's commercial interests by rigorously qualifying opportunities — avoiding engagements where technical challenges, integration complexity, or compliance constraints outweigh realistic partnership potential.
- Act as the primary source of the US market intelligence — feeding structured feedback on buyer priorities, competitive dynamics, and product requirements to Sales leadership, Product, and Marketing.
Key Responsibilities
Territory and Pipeline
- Develop and execute a structured territory plan across the US verticals — including financial services, insurance, healthcare, utilities, telecommunications, and retail — defining target account lists, building a multi-channel pipeline development strategy, and applying rigorous qualification methodology (MEDDIC/MEDDPICC) to accurately assess technical feasibility and business value before committing internal resources.
Sales Execution
- Lead the full enterprise sales cycle for the US opportunities — from discovery and business case development through solution scoping, commercial negotiation, legal review, and contract signature.
- Lead the preparation and delivery of proposals, RFP responses, technical presentations, and product demonstrations — accurately mapping Omilia's capabilities to each prospect's business requirements and operational context, and acting as a trusted technical advisor who develops a deep understanding of each organisation's contact centre challenges and CX transformation objectives.
- Proactively identify customer needs and build compelling business cases — addressing objections related to integration complexity, compliance requirements, and total cost of ownership to drive solution adoption.
- Facilitate a seamless pre-sales to implementation transition — providing comprehensive knowledge transfer to Professional Services and Customer Success, ensuring clear communication of project scope, contractual obligations, and customer expectations at contract signature.
- Partner with Solution Consultants to scope and position technically credible solutions — contributing to POC qualification, RFP response strategy, and the structuring of proposals that map Omilia's full platform portfolio (OCP, miniApps, Pathfinder, CoPilot, TalkGuard, OptimizeIQ) to each prospect's identified business outcomes.
- Manage complex, multi-stakeholder deal cycles — engaging economic buyers, IT decision-makers, procurement, legal counsel, compliance teams, and executive sponsors — maintaining momentum to advance deals to closure.
Relationship Development
- Build and sustain strong, long-term relationships with executive, financial, and technical stakeholders at target accounts — developing multi-threaded coverage that extends beyond individual deal cycles and positions Omilia as a long-term strategic platform partner.
- Represent Omilia at key US industry events and conferences — building market presence and sourcing pipeline across priority verticals.
Competitive Intelligence
- Maintain current knowledge of the US contact centre technology landscape — including incumbent platforms (Genesys, Avaya, Cisco, Nuance/Microsoft) and cloud CCaaS providers (Amazon Connect, Google CCAI, NICE inContact, Five9) — and apply account-specific competitive positioning to advance opportunities.
Internal Contribution
- Gather and relay customer feedback and field data to Product Management — providing structured input on unmet requirements, integration gaps, and competitive observations. Provide continuous knowledge transfer to the Sales team and newly hired Sales Engineers on technical insights and competitive positioning across the US verticals.
- Maintain Salesforce as the system of record — keeping opportunity stages, ARR values, close dates, and next steps current at all times. Travel within the US up to 20% of the time, including overnight travel, to support prospect meetings, executive engagements, and industry events.
Requirements
Knowledge, Skills & Experience
Required:
- Minimum 6 years of enterprise software sales experience, with at least 3 years selling SaaS, CCaaS, conversational AI, or adjacent technology into large US enterprise accounts across one or more priority verticals.
- Demonstrated track record of achieving or exceeding new logo ARR targets — with experience closing complex, multi-stakeholder enterprise deals with extended procurement and legal processes.
- Deep familiarity with the US enterprise sales environment — including procurement culture, decision-making structures, and technology buying dynamics across financial services, insurance, healthcare, utilities, or telecommunications.
- Ability to assess technical feasibility and business value independently — with the commercial judgement to qualify out engagements where technical or compliance complexity outweighs realistic partnership potential.
- Proficiency in leading proposals, RFP responses, technical presentations, and product demonstrations without relying solely on Solutions Engineering support.
- Strong commercial acumen — able to structure, negotiate, and close multi-year enterprise SaaS agreements and navigate complex procurement and legal processes independently.
- Excellent communication skills — able to develop and present executive-level business cases and ROI models to C-suite and VP-level audiences.
- Proficiency with Salesforce CRM and structured sales methodologies (MEDDIC/MEDDPICC or equivalent).
- Willingness to travel up to 20% including overnight. Bachelor's degree in Business, Engineering, Computer Science, or a related discipline.
Nice to have:
- Direct experience selling contact centre, conversational AI, or voice AI platforms into large US enterprise accounts.
- Established network of CX, IT, or digital transformation decision-makers within US financial services, healthcare, insurance, or utilities organisations.
- Familiarity with Omilia's platform: OCP, miniApps, Pathfinder, CoPilot, TalkGuard, or OptimizeIQ.
- Experience with competitive displacement of Nuance/Microsoft, Genesys, or Google CCAI within large enterprise accounts.
Omilia Note
- Contribute actively and effectively as an integrated team member.
- Act as an Omilia ambassador in all interactions.
Benefits
- Fixed compensation;
- Long-term employment with the working days vacation;
- Development in professional growth (courses, training, etc);
- Being part of successful cutting-edge technology products that are making a global impact in the service industry;
- Proficient and fun-to-work-with colleagues;
- Apple gear.
Omilia is proud to be an equal opportunity employer and is dedicated to fostering a diverse and inclusive workplace. We believe that embracing diversity in all its forms enriches our workplace and drives our collective success. We are committed to creating an environment where everyone feels welcomed, valued, and empowered to contribute their unique perspectives without regard to factors such as race, color, religion, gender, gender identity or expression, sexual orientation, national origin, heredity, disability, age, or veteran status, all eligible candidates will be given consideration for employment.