Senior Sales Executive - Agentic AI

Trilagen is hiring a Senior Account Executive focused on net-new enterprise business development for Agentic AI services and solutions. This is a pure hunting role for someone who has successfully sold emerging technologies at smaller startups where credibility had to be earned — not inherited. The ideal candidate has a track record of building territory from scratch, opening doors into enterprise accounts, and navigating complex sales cycles without the backing of a large marketing engine or Fortune 500 logo. If your sales career has been at companies where the brand opens the door, this is not the right role. At Trilagen, you are the brand until you prove otherwise. This is not a "relationship manager" role. We need a builder, prospector, and closer who is energized by creating opportunities where none exist. Your job is to build pipeline from nothing and close deals. Why This Market, Why Now • $9B+ agentic AI market in 2026 — 51% of Fortune 500 have agents in production, but only 23% see real ROI. The gap is our opportunity. • $890K average implementation cost per agent deployment — real enterprise budget, not experiments. • 60% of enterprises lack AI agent governance — our identity security practice (Okta, SailPoint ISC) solves this directly. What You'll Do New Logo Acquisition • Own the full sales cycle from prospecting through close — you source it, you scope it, you close it. From first outreach to signed SOW. • Generate and manage your own pipeline through outbound activity, networking, referrals, events, and strategic outreach. There is no SDR team, no inbound engine, no inherited book. • Target enterprise and upper mid-market organizations undergoing AI transformation — CIOs, CISOs, CTOs, business unit leaders, and innovation teams at Fortune 500 and large publicly traded companies. • Sell into three buyer categories ready to pay today: 1. "We tried and failed" — deployed agents with another firm, didn't get results. They have budget and urgency. 2. "We need to start but don't know how" — board pressure to deploy agents but no methodology. Your entry is the process assessment. 3. "We have agents but no governance" — 60% of enterprises lack governance. Pure identity security + agent governance play. Consultative AI Selling • Position Agentic AI solutions tied to real business outcomes — not technology features. Translate complex technical concepts into executive-level business value. • Help customers understand AI adoption strategies, automation opportunities, governance requirements, and operational impact. • Collaborate with technical architects and delivery teams during discovery and solution development. You sell the vision; the engineers validate the architecture. • Cross-sell across all three Trilagen practices — AI Agent Engineering, Cloud (AWS & Oracle OCI), and Identity Security (Okta & SailPoint ISC). Every engagement is a door into the other two. Territory & Pipeline Development • Build and execute territory plans with measurable pipeline targets — not vague relationship-building. Specific accounts, specific contacts, specific dollar amounts. • Maintain disciplined forecasting and CRM hygiene — every opportunity, every meeting, every next step documented in Salesforce. Pipeline accuracy is non-negotiable. • Drive urgency and momentum through long and complex enterprise buying cycles. Consistently exceed activity, pipeline, and revenue goals. Startup Mentality • Operate with urgency, autonomy, and accountability — in a small team, there's no one to hide behind. • Help shape messaging, GTM strategy, and sales process — you're not inheriting a playbook; you're building one alongside the President. • Provide market feedback directly to leadership — what buyers are saying, what objections keep coming up, what's working and what isn't. • Work directly with the President — You learn from a proven closer and earn the right to carry the sales function independently. What You Sell You sell across all three Trilagen practices. Every engagement is a door into the other two. AI Agent Engineering (Lead with this) • Business process documentation — we map workflows, decision logic, and system dependencies before building anything. This is our entry point. • AI agent design, build & integration — autonomous agents powered by LLMs (Claude, GPT-4, Llama, Bedrock) that automate processes and integrate with legacy systems. • Agent operations & management — ongoing monitoring, LLM management, cost optimization. Recurring managed services revenue. Identity Security (Cross-sell on every AI deal) • Okta & SailPoint ISC implementation — SSO, MFA, lifecycle, IGA, access certification. 100% deployment success rate on SailPoint ISC. • AI agent identity governance — non-human identity management, least-privilege access, audit trails, policy guardrails. Cloud (Foundation for everything) • AWS — cloud-native app dev, data lakes, migration, managed operations. Every agent deal is a cloud deal. Requirements • 7+ years of enterprise technology sales experience selling consulting, professional services, or managed services to commercial enterprise buyers. Not SaaS licenses. • Proven success selling emerging technologies: AI / Generative AI / Agentic AI, cybersecurity, cloud services, digital transformation, or enterprise consulting engagements. • Demonstrated success at small or early-stage companies with limited brand recognition — you've opened doors where nobody knew your company's name, purely on your own hustle and credibility. • Consistent track record of exceeding quota through outbound prospecting and new logo acquisition — not farming, not managing, not inheriting. Sourcing and closing. • Experience selling into enterprise accounts with complex multi-stakeholder buying processes — $150K–$500K+ engagements with 60–90 day cycles involving CISOs, CIOs, VPs of IT. • Ability to independently source, develop, and close opportunities without SDR teams, marketing engines, or corporate brand support. • Familiarity with AWS, Okta, or SailPoint partner ecosystems — you've worked in or around at least one and understand the co-sell motion. The Ideal Candidate • Hunter mentality with strong prospecting discipline — you wake up thinking about pipeline • Comfortable hearing "no" and persistent enough to keep moving • Naturally curious and commercially driven — you ask questions before you pitch • Strong executive presence and communication skills — you can hold a room with a CISO or CTO • Able to simplify complex technical concepts — you don't need to be an engineer, but you need to be conversant in AI agents, LLMs, and identity governance • Entrepreneurial mindset with high accountability — you own your number and you own your territory • Thrives without structure — there's no established playbook. You're building it. Strong Preference For Candidates Who Have • Sold AI services or AI consulting engagements • Worked at startups under 200 employees with no brand recognition • Built territories or GTM motions from scratch • Existing enterprise relationships within targeted verticals • Closed six-figure and seven-figure services engagements • Worked alongside technical delivery or solution engineering teams Benefits Benefits: - 401K - Health Insurance - Dental Insurance - Paid Time Off - Paid Sick Leave