Enterprise Account Executive, OEM (US)

About Mistral

• At Mistral AI, we are a tight-knit, nimble team dedicated to bringing our cutting-edge AI technology to the world.
• Our mission is to make AI ubiquitous and open.
• We are creative, low-ego, team-spirited, and have been passionate about AI for years.
• We hire people who thrive in competitive environments because they find them more fun to work in.
• We hire passionate women and men from all over the world.
• Our teams are distributed between France, UK, and USA.

Role Summary

• As part of our rapid global expansion, we are looking for a Senior Enterprise Account Executive, OEMs to join our first-on-the-ground team in the United States. Our ambitions are high and wide: to bring to market the most advanced technology, we are building a best-in-class Go-To-Market team: Builders wanted!
• As our first Enterprise Account Executive focused on Original Equipment Manufacturers and Embedded Solutions in the US, you will be instrumental in shaping Mistral’s adoption in the broader ecosystem.
• The ideal candidate will have a strong background in selling complex technical solutions to OEMs, with a focus on edge and on-device deployments. You will be responsible for building strategic relationships, creating/architecting/closing/expanding strategic transactions, and achieving revenue targets.

Key Responsibilities

• Identifying, qualifying, closing, and expanding new business opportunities with OEMs, focusing on hardware & devices manufacturers.
• Developing and executing strategic sales plans to achieve or exceed quarterly and annual revenue targets.
• Best-In-Class End-to-End Deal Management: Leading effective business and technical discovery to attach our solutions to customers’ desired business outcomes.
• Developing strong business & technical champions in your accounts.
• Effectively qualifying and influencing required capabilities to enable your customers to achieve their desired outcomes and differentiate in the marketplace.
• Developing effective Business Cases to maximize win rates & commitments.
• Effectively gaining access & commitment from economic/executive buyers, developing and maintaining strong relationships with them.
• Designing and negotiating strategic deals.
• Market Intelligence: Demonstrating strong ecosystem, product, verticals, and use cases knowledge and insights to develop trusted relationships with your customers across levels & functions and recommending optimum deal structures.
• Staying up-to-date with industry trends, competitors, landscape, and customer needs to inform sales strategies and product development.
• Providing regular feedback and market intelligence to the product and marketing teams.
• Nurturing deep partnerships with Solution Engineering & Architecture pre & post sales to drive customer success.
• Collaborating closely with cross-functional teams, including product management, engineering, science, and marketing, to address customer needs and drive successful distribution at scale.

Qualifications & Profile

• 10+ years of experience selling technology & software solutions to Original Equipment Manufacturers including embedded solutions globally.
• Strong value-based selling skills (Force Management & MEDDPICC trained preferred).
• Work experience within the AI ecosystem or related data/infrastructure field important: Broad understanding of the main techniques to bring LLMs to the edge, including distillation and quantization a plus.
• Experience at an early & successful fast-growing startup, ideally in deep-tech.
• Outstanding communication skills & executive presence.

We may be a match if you are:

• A Builder: motivated by building an industry, Mistral, and the team.
• Passionate about Artificial Intelligence and the role of Open Source in accelerating Innovation: you understand the deep revolution underway and want to be part of it.
• Customer-obsessed: you understand that results and success come from customer centricity. You excel at understanding the customer's vision and their needs and leveraging your role and resources to achieve customer satisfaction.
• Results & action-oriented: you measure your performance by the tangible results you achieve and default to action and impact.
• Driven by excellence: you are a continuous learner and seek to achieve outstanding levels of sales excellence in all aspects of the profession. You seek feedback and positively challenge others to achieve their potential.

What we offer:

• Ability to shape the exciting journey of AI and be part of the very early days of one of the hottest startups in AI.
• A fun, dynamic multicultural team and collaborative work environment.
• Competitive salary and bonus structure.
• Equity.
• Opportunities for professional growth and development.