Hopper · 1 month ago
Founding Enterprise Account Executive, AI (100% Remote - London, UK)
United States
Full-time
Remote
Senior Level
$400K/yr - $500K/yr
5+ years expHopper is on a mission to become the leading travel platform globally, and they are seeking a Founding Enterprise Account Executive, AI to drive enterprise sales across airlines and large travel brands. This role involves owning the full enterprise sales cycle, designing pilots, and navigating complex legal and procurement processes to secure multi-year production contracts.
Sports
Responsibilities
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 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
Qualification
Required
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
Preferred
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, staffing impact
Benefits
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.
Very 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.
Entrepreneurial culture where pushing limits and taking risks is everyday business.
Open communication with management and company leadership.
Small, dynamic teams = massive impact.
Company
Hopper
Hopper est une startup française de l'économie sociale et solidaire.
2-10 employees
H1B Sponsorship
Hopper has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
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Trends of Total Sponsorships
2025 (6)
2024 (6)
2023 (20)
2022 (28)
2021 (15)
2020 (6)
Funding
Current Stage
Early StageCompany data provided by crunchbase