Account Executive

Shelf provides core infrastructure enabling GenAI deployment at scale by solving data quality issues that hinder AI projects. The company partners with Microsoft, Salesforce, Snowflake, Databricks, OpenAI, and others, serving clients like Amazon, Mayo Clinic, AmFam, and Nespresso. Shelf has raised over $60 million in funding and employs over 100 people across the US and Europe.

• Strong English and German verbal and written communication skills.
• Proven success in Artificial Intelligence, Agentic sales, or B2B SaaS sales.
• Experience selling to senior-level decision-makers including VPs in GenAI, Transformation/Innovation, IT, and Customer Service.
• Vertical-specific experience in Insurance, Consumer Apps, or Finance is a plus.
• Excellent communication and presentation skills.
• Exceptional relationship-building and networking abilities.
• Ability to manage sales pipeline, forecast accurately, and achieve sales targets.
• Coachable with a continuous learning mindset and passion for AI and knowledge management.
• Self-motivated, driven, and results-oriented.
• Ability to work independently and collaboratively in a fast-paced environment.
• Proficiency in CRM software and sales productivity tools, including agentic frameworks.
• Proactive with initiative and positive attitude; adaptable to ambiguity.

• Identify and prospect potential customers within target market segments.
• Conduct research to understand business needs, challenges, and pain points.
• Develop and execute sales strategies to generate new leads and opportunities.
• Engage with key decision-makers and stakeholders to conduct needs analysis.
• Present tailored product demonstrations showcasing value and benefits.
• Build and maintain strong relationships with prospects and clients.
• Nurture long-term partnerships and identify upselling and cross-selling opportunities.
• Manage and prioritize sales opportunities using CRM software.
• Develop and maintain accurate sales forecasts, pipeline reports, and account plans.
• Collaborate with marketing, product development, and customer success teams.
• Stay updated on industry trends, competitive landscape, and emerging AI technologies.
• Meet or exceed assigned sales targets and revenue goals.
• Manage sales cycle from lead generation to contract closure.
• Negotiate pricing and contractual terms in collaboration with relevant teams.

Location: Warsaw (mandatory 3-4 days a week) with business travel as needed.