Senior Account Executive — AI Implementation Pods

This role is open to candidates based in LATAM, Africa, and Eastern Europe. Please note that as this role supports U.S.-based clients, candidates must be available to work during U.S. business hours aligned with the client’s time zone.

ROLE OVERVIEW

Scale Army is building a new line of business: AI Implementation Pods — three-person embedded build teams that ship AI systems inside mid-market companies against named 90-day outcomes.

The path to every pod is deliberate: a free AI diagnosis earns a paid Leadership Intensive with the client's executive team; the Intensive produces a 90-day technical roadmap; and the roadmap converts into a monthly pod engagement.

We're looking for a Senior Account Executive to own the front of that journey — qualification, discovery, and closing on the Leadership Intensive. For clients who want to skip directly to a pod, you'll also collect the deposit that starts the engagement.

Once a deal closes, you'll hand it off to Delivery and move on to the next opportunity. You won't manage the account after the sale. You'll also feed insights from your calls back into the diagnosis and closing playbook.

Everything downstream — the Intensive sessions, roadmap, and implementation pod — depends on what you sell being real. We're hiring for this role as we expand our revenue lines and scale the business.

LOCATION

Fully Remote

Working Hours: 9:00 AM–6:00 PM Eastern

KEY RESPONSIBILITIES

SALES & BUSINESS DEVELOPMENT

• Own the full sales process from qualification and discovery through close.

• Qualify prospects and determine whether they are best suited for the Leadership Intensive or a direct-to-pod engagement.

• Conduct discovery calls to understand the client's business, challenges, goals, and readiness for implementation.

• Close high-value Leadership Intensive and AI Implementation Pod engagements.

• Collect the required deposit for clients moving directly into a pod engagement.

• Manage a high-value, consultative sales motion rather than a high-volume transactional one.

CONSULTATIVE DISCOVERY & DIAGNOSIS

• Help clients understand what they actually need before recommending a solution.

• Quickly assess a prospect's situation, priorities, and readiness to invest.

• Identify when a client needs the Leadership Intensive before moving into implementation.

• Identify opportunities where the client is ready to move directly into an AI Implementation Pod.

• Ensure every opportunity is properly qualified before it reaches Delivery.

TECHNICAL & AI FLUENCY

• Speak credibly with technical buyers about AI, automation, engineering, and implementation.

• Understand the fundamentals of the technical solutions being sold.

• Evaluate whether proposed business outcomes and technical approaches are realistic.

• Demonstrate practical AI experience through personal side projects such as automation stacks, AI agents, or internal tools.

• Help ensure that what is sold can realistically be delivered by the technical team.

DELIVERY HANDOFF & FEEDBACK

• Provide Delivery with clear, accurate context following every closed deal.

• Ensure Delivery does not inherit poorly qualified opportunities or unrealistic expectations.

• Maintain a clean handoff between Sales and Delivery.

• Feed insights from prospect conversations back into the diagnosis and closing playbook.

• Continuously improve the sales process based on what you learn from prospects and clients.

QUALIFICATIONS

EXPERIENCE

• 6+ years of experience in SaaS, Technology, AI, Engineering, or Management Consulting.

• 4+ years of experience in a closing, quota-carrying sales role.

• Proven track record of closing high-LTV deals.

• Experience managing consultative, complex sales cycles.

• Strong business acumen and ability to quickly understand a client's situation.

• Experience working with technical buyers or selling technical solutions.

• Comfortable qualifying and diagnosing opportunities quickly, with mo