Senior Account Executive – Data-as-a-Service (DaaS)

Company: Factori.ai
Location: United States | Remote
Department: Enterprise Sales
Position Type: Full-time | Senior Individual Contributor
Reporting To: Head of Sales / Designated Revenue Leader

About Factori.ai

Factori.ai is a real-world data intelligence company that transforms complex physical-world signals into structured, actionable intelligence for businesses and AI applications.

Our data ecosystem spans mobility, points of interest (POI), places, consumer intelligence, audiences, identity and other contextual datasets. Through enterprise data subscriptions, APIs, cloud data delivery and AI-ready integrations, we enable organisations to incorporate real-world intelligence into their existing platforms and decision-making processes.

As we expand our Data-as-a-Service (DaaS) business in the United States, we are seeking an experienced enterprise sales professional who understands how to turn complex data products into scalable commercial relationships.

The Opportunity

We are looking for a Senior Account Executive – DaaS (Director Level- IC) to drive new enterprise customer acquisition and expand revenue within existing strategic accounts across the United States.

This is a senior, quota-carrying individual contributor role requiring expertise in enterprise data sales, data licensing, API-based solutions and consultative business development.

The successful candidate will independently identify commercial opportunities, build relationships with senior business and technical stakeholders, structure enterprise data agreements and deliver predictable recurring revenue.

Unlike traditional SaaS sales, this role requires an understanding of how enterprises procure, validate, integrate, license and consume external datasets.

The position combines the commercial discipline of enterprise selling with the entrepreneurial ownership required to scale a developing DaaS business.

Key Responsibilities

1. Enterprise New Business Development

• Own the full sales lifecycle, including prospecting, account identification, qualification, discovery, solution alignment, proposal development, negotiation and closure.
• Identify high-value enterprise opportunities for location intelligence, mobility data, POI intelligence, consumer intelligence and AI-ready data solutions.
• Build a self-generated pipeline through strategic outbound prospecting, account-based selling, executive networking and ecosystem relationships.
• Develop relationships with Chief Data Officers, Heads of Data Science, Analytics Leaders, Product Executives, Strategy Leaders, Engineering Leaders and commercial decision-makers.
• Create account-specific value propositions demonstrating how Factori's datasets can support commercial and operational objectives.
• Secure new recurring data contracts and establish long-term enterprise relationships.

2. DaaS and Data Licensing Sales

• Sell enterprise data subscriptions, API access, cloud-delivered datasets and structured data licensing agreements.
• Understand and commercially articulate different data delivery and consumption models, including usage-based, subscription-based, volume-based and enterprise licensing arrangements.
• Structure commercial agreements covering data access, permitted usage, geographic scope, licensing duration, renewal terms and contractual expansion opportunities.
• Coordinate with Product, Engineering, Finance and Legal teams to ensure proposed solutions are technically feasible, commercially viable and contractually compliant.
• Lead data evaluation and proof-of-value discussions that connect technical validation to measurable business outcomes.
• Protect pricing integrity and commercial margins while maintaining a customer-focused approach.

3. Strategic Account Expansion

• Identify additional use cases, business units, data requirements and geographic opportunities within existing enterprise accounts.
• Develop account expansion plans that increase annual contract value, dataset adoption and long-term commercial engagement.
• Establish relationships with multiple stakeholders rather than relying on a single account sponsor.
• Collaborate with Customer Success and technical teams to support adoption, identify expansion opportunities and reduce avoidable revenue risk.
• Lead commercial negotiations for upsells, cross-sells and additional licensing agreements.
• Support renewal strategy and negotiations where commercial ownership is assigned to the role.

4. Consultative and Technical Selling

• Understand customer data architecture, analytics workflows, use cases and integration requirements sufficiently to guide commercial discovery.
• Communicate with technical stakeholders regarding REST APIs, cloud data warehouses, data feeds, data schemas, delivery cadence and data quality.
• Translate complex customer requirements into clearly defined commercial and technical solutions.
• Partner with solution specialists and data engineering teams to conduct data sample evaluations and technical validation.
• Understand data governance, privacy, licensing restrictions, data provenance and appropriate enterprise usage.
• Sell business value rather than data volumes alone, using relevant economic or operational outcomes.

5. Go-to-Market Development

• Contribute to the development of Factori's enterprise DaaS sales approach in the US market.
• Identify priority industries, high-potential customer segments, relevant buying personas and repeatable use cases.
• Provide market feedback to Product and Leadership regarding competitive positioning, data requirements, packaging and pricing.
• Develop relationships with relevant cloud data marketplaces, technology ecosystems and potential channel partners.
• Help establish repeatable commercial processes, sales playbooks and opportunity qualification standards.

6. Revenue and Sales Execution

• Own an assigned individual revenue quota covering new business and allocated account expansion.
• Maintain accurate CRM records, account plans, opportunity stages and revenue forecasts.
• Manage a qualified sales pipeline with appropriate coverage against assigned targets.
• Demonstrate discipline in enterprise qualification, stakeholder mapping, procurement planning and deal progression.
• Maintain visibility into expected close dates, legal dependencies, technical validation requirements and commercial risks.
• Deliver regular pipeline reviews and sales forecasts to leadership.

Required Qualifications and Experience

• 8–15 years of relevant B2B enterprise sales experience, including substantial experience selling data products, data licensing, data enrichment, APIs, market intelligence, geospatial data or related enterprise data solutions.
• Demonstrated success in quota-carrying, full-cycle enterprise sales positions.
• Direct experience negotiating recurring data subscriptions, enterprise data licensing agreements or comparable data consumption contracts.
• Proven ability to generate new enterprise opportunities independently while expanding existing commercial relationships.
• Evidence of personally closing complex, multi-stakeholder enterprise transactions.
• Experience selling to senior data, technology, analytics, product or strategy decision-makers in US enterprises.
• Strong understanding of enterprise data evaluation, technical validation, procurement and contracting processes.
• Working knowledge of API-based delivery, cloud data environments and enterprise data integration concepts.
• Ability to explain data quality, coverage, licensing scope and business value to technical and non-technical audiences.
• Experience managing enterprise sales pipelines using CRM systems such as Salesforce or HubSpot.
• Strong commercial negotiation, executive communication, stakeholder management and forecasting capabilities.
• Ability to operate independently within a developing business, with limited reliance on established sales infrastructure.
• Authorisation to work in the United States, consistent with the company's employment and sponsorship policies.

Preferred Qualifications

Experience in one or more of the following areas would be beneficial:

• Geospatial, location intelligence, mobility and POI data.
• Alternative data, consumer intelligence, identity resolution or audience datasets.
• Data-as-a-Service business models, data enrichment or commercial data marketplaces.
• Cloud data ecosystems such as Snowflake, Databricks, AWS Data Exchange and Google BigQuery.
• Retail analytics, financial services, advertising technology, logistics, real estate intelligence or enterprise AI applications.
• Data products sold through APIs, cloud-native delivery or usage-based commercial models.
• Prior experience helping build or scale an enterprise data business in an emerging market segment.

What Success Looks Like

The successful candidate will:

• Establish a qualified pipeline of US enterprise customers with demonstrable demand for Factori's data products.
• Convert data evaluations and technical discussions into recurring commercial agreements.
• Win new enterprise logos in defined strategic segments.
• Expand existing relationships into additional use cases, datasets, business units and geographies.
• Maintain reliable revenue forecasting and disciplined opportunity management.
• Contribute actionable market insights that improve Factori's product positioning and enterprise go-to-market approach.

Working Style

This role is suited to a self-directed commercial professional who enjoys building new markets, understands complex enterprise data buying journeys and can operate effectively with business and technical stakeholders.

The position does not include direct people-management responsibilities. Success will be evaluated through individual commercial contribution, customer acquisition, account expansion and sustainable recurring revenue.

Factori.ai is committed to a fair and inclusive recruitment process. Candidates will be evaluated on demonstrated skills, relevant experience and their ability to meet the requirements of the role.

Compensation: Approved US base salary range, target variable compensation and benefits to be included before external publication, in accordance with applicable state and local requirements.

Learn more: https://factori.ai/

Pay: $77,900.00 - $93,900.00 per year

Benefits:

• Health insurance

Work Location: Remote