Hopper is looking for a Founding Enterprise Account Executive, AI to lead the launch of our latest AI offering to the enterprise market. You will be responsible for owning the first wave of deals with airlines and large travel brands, proving out the global go-to-market strategy from the ground up. This is a high-impact, 0-to-1 role where you will run the full enterprise sales cycle.
What You'll Do
- Own the full enterprise sales motion end to end across airlines and other large enterprises, driving to multi-million ACV goals.
- Lead outbound prospecting, opportunity qualification, and enterprise deal execution.
- Build and advance pipeline through targeted outreach, partner channels, and executive networks.
- Design and execute pilots that convert into scaled, multi-year production deals.
- Define success criteria tied to automation rate, AHT, recontact, CSAT, and margin impact.
- Secure data access, escalation paths, and change management plans with the customer.
- Navigate complex procurement, legal, and InfoSec processes with credibility.
- Lead InfoSec reviews, DPAs, and data residency discussions with enterprise buyers.
- Negotiate and orchestrate SOWs that map pilot exit criteria to production commitments.
- Structure pricing with durable economics, including consumption models, commit ramps, and multi-year terms with clear ROI and guardrails.
- Protect gross margin while creating clear paths for expansion.
- Partner with Solutions Engineering for integrations with platforms like Genesys, NICE, Five9, Talkdesk, Salesforce Service Cloud, or Zendesk.
- Feed market insights to Product and Marketing to strengthen the playbook, collateral, and ROI models.
- Land referenceable wins and drive executive engagement strategies, including case studies and C-level sponsorship.
- Convert early adopters into compelling references and case studies.
What We're Looking For
- 5–10 years in enterprise sales with a record of closing complex, multi-stakeholder deals at high-growth SaaS or AI companies.
- Proven 0-to-1 experience launching a new motion or region, including building pipeline, shaping pricing, and writing the early playbook.
- Consistent record of closing multimillion-dollar annual quotas and multi-year contracts, comfortable with $3M+ TCV and $1M+ ARR equivalents.
- At least two examples of converting a paid pilot into a multi-year production contract with defined success metrics and expansion path.
- Pricing and negotiation depth in AI consumption models: commit ramps, per-resolution or per-conversation pricing, minimums, and multi-year terms aligned to ROI.
- Skilled in value engineering and building ROI cases tied to automation rates and service cost reduction.
- Executive presence with comfort selling to C-level, Operations, CX, IT, and Security, with clear written and verbal communication.
- Self-directed builder with high agency who thrives in prospecting, discovery, pilot design, commercial negotiation, and internal orchestration without heavy SDR or SE coverage.
- Time-zone flexibility across the Americas and Europe, with willingness to travel as needed.
Nice to Have
- Experience selling to or partnering with CX, innovation, or operations leaders in travel, customer support, or digital transformation.
- Familiarity with CCaaS, agent assist, or workflow automation is an asset.
- Fluency in the metrics that matter to CX leaders: containment, AHT, FCR, recontact rate, CSAT, cost per contact, and staffing impact.
Benefits & Compensation
- Well-funded and proven startup with large ambitions, competitive salary, upsides of pre-IPO equity packages.
- Uncapped quarterly paid performance bonus.
- Hopper covers 100% of the premiums for the employee for a group insurance plan through Vitality Health.
- Automatic contributions when you start with Hopper through Smart Pension.
- Generous parental leave, much above industry standards.
- Access to co-working space on demand through FlexDesk AND Work-from-home stipend.
- Carrot Cash travel stipend.
- Unlimited PTO.
Work Mode
This role is 100% remote and must be based in London, UK.
Hopper is an equal opportunity employer.
