Senior Manager - Sales

Overview:

The Senior Manager - Sales at Inception, is responsible for driving net-new business by acquiring new enterprise accounts and building a strong, qualified pipeline for high-value AI Solutions (Applications and Value-Added Services).

This role operates in complex, multi-stakeholder sales environments, selling to business, AI, IT, data, security, and executive decision-makers.

Responsibilities:

Client Relationship Management: Serve as the primary point of contact for multiple accounts, ensuring strong, long-lasting client relationships.

· AI Product and Solution Advocacy: Deeply understand Inception’s AI products and solutions, articulating their value and aligning them with client needs.

· Account Growth: Identify upsell and cross-sell opportunities within assigned accounts to drive revenue growth for AI products and solutions.

· Collaboration: Work closely with internal teams, including sales, product, and support, to deliver seamless client experiences and resolve any challenges.

· Strategic Planning: Develop and execute account strategies to achieve client satisfaction and business goals for AI solutions.

· Performance Tracking: Monitor account performance metrics and provide regular updates to clients and internal stakeholders.

· Client Onboarding: Oversee the onboarding process for new accounts, ensuring clients are set up for success with Inception’s AI offerings.

· Feedback Integration: Gather and analyze client feedback to inform product improvements and enhance service delivery.

· Contract Management: Handle contract renewals and negotiations, ensuring mutually beneficial agreements.

Qualifications:

Skills and attributes for success

· Proven experience in enterprise B2B software sales

· Strong new business / hunter mentality

· Demonstrated mastery of MEDDIC (or MEDDPICC) to drive deal strategy, forecast accuracy, and closing confidence

· Ability to structure, progress, and close complex deals

AI / Technology Acumen (Non-Technical)

· Solid understanding of:

o AI / GenAI / LLM concepts

o Data platforms, APIs, and AI deployment models

o Cloud, on-prem, and data sovereignty considerations

Soft Skills

· High autonomy and ownership mindset

· Executive-level communication and storytelling skills

· Strong resilience and persistence

· Political acumen and stakeholder management

· Curiosity and passion for innovation and emerging technologies

· 10 years of experience in enterprise software sales

· Experience selling AI, data, cloud, or platform solutions preferred

· Proven track record in new logo acquisition

· Experience in regulated industries (public sector, finance, healthcare) is a plus

What will set you apart

· Ability to open complex enterprise accounts

· Relentless MEDDIC discipline

· Credibility with C-level stakeholders

· Builder mindset and strong sense of accountability

To qualify for the role you must have

· Bachelor’s degree in Business, Marketing, Technology, or a related field.

· 12 - 14 years of experience in account management, sales, or a related role, preferably in the AI or technology sector.

· Proven track record of managing client relationships and achieving sales or account growth targets.

· Familiarity with CRM tools and account management software.

· Strong analytical and problem-solving skills.