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FriendliAI is seeking a Strategic Account Executive to drive market expansion by securing high-value enterprise accounts and building strategic relationships with leading AI-forward companies. You will help enterprises leverage FriendliAI's inference serving platform to achieve transformative cost savings and performance improvements across their AI deployments.
In this role, you will own the end-to-end sales process with enterprises, from pipeline generation to closing high-value, strategic deals focused on AI inference and serving solutions. You'll identify and capitalize on growth opportunities within existing accounts, becoming a trusted advisor for AI infrastructure optimization. You will build and maintain strategic relationships with CTOs, engineering leaders, ML/AI leaders, and other technical decision-makers at target enterprises.
Key responsibilities include managing technical proofs of concept that demonstrate FriendliAI's superior performance and cost advantages in collaboration with internal engineering teams and enterprise clients. You will consistently generate and manage a robust pipeline by identifying enterprises with significant inference workloads and positioning FriendliAI's solutions strategically. Leadership of tech community engagements is expected, representing FriendliAI at premier AI/ML conferences, meetups, and industry events such as AI Engineer World's Fair and AWS re:Invent.
You will cultivate strategic relationships with AI engineers, ML platform leaders, and technical decision-makers through community involvement, organize technical events including workshops and demos, and collaborate on technical content, case studies, and speaking opportunities that establish FriendliAI's market leadership. Bringing the voice of enterprise customers into product discussions is critical to ensure FriendliAI's roadmap aligns with market needs and competitive positioning. You will work closely with engineering teams to understand and articulate complex technical differentiators around inference optimization, and analyze the competitive landscape to provide insights on enterprise AI infrastructure trends and requirements.
QUALIFICATIONS:
- 5+ years of B2B enterprise sales experience
- Proven track record of closing $300K+ ARR deals and consistently exceeding revenue targets
- Experience selling AI inference, GPU compute, cloud infrastructure, bare-metal infrastructure, or other technical AI infrastructure solutions
- Strong technical background in AI/ML infrastructure, cloud platforms, compute, or developer tools
- Deep understanding of LLM deployment, inference serving, and AI/ML workflows
- Active participation in AI/ML tech communities with demonstrated networking abilities
- Experience managing technical POCs and multi-stakeholder enterprise sales cycles
- Excellent communication skills for engaging both C-level executives and technical teams
PREFERRED EXPERIENCE:
- AI inference, AI infrastructure, MLOps, cloud compute, bare-metal infrastructure, or developer tools company background
- Existing network within enterprise AI/ML, engineering, or infrastructure teams
- Technical degree or equivalent practical experience in AI/ML space
- Track record of organizing or speaking at tech meetups and industry conferences
