Founding Enterprise Sales Lead, AI

Founding Enterprise Account Executive, AI (100% Remote - London, UK) Join Hopper as the Founding Enterprise Account Executive, AI. This 100% remote role is based in London, UK. About the Job We are hiring a Founding Enterprise Account Executive, AI to own the first wave of enterprise deals across airlines and large travel brands for HTS’ latest AI offering. This is a 0‑to‑1 role responsible for proving out our global go‑to‑market strategy and running the full enterprise sales cycle from prospecting through pilot design, legal/InfoSec diligence, negotiation, and conversion to multi‑year production contracts. Success means repeatable pilot‑to‑production conversions, multi‑million ACV wins with strong unit economics, and the creation of referenceable customers. Beyond revenue targets, this role shapes how the travel industry thinks about customer experience, educates the market, and positions HTS’ AI solution as a must‑buy for travel brands. The Product Our product is a conversational AI customer service platform for travel and hospitality. It automates high‑volume intents such as itinerary changes, refunds, cancellations, and disruption handling, integrating with CCaaS platforms and core travel systems to deliver reliable automation with seamless human fallback. Outcomes include higher containment, faster resolution times, improved CSAT, and lower cost per contact. Responsibilities Enterprise Sales Execution Own the full enterprise sales motion end to end across airlines and other large enterprises, driving 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 Pilot Design & Conversion 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 Commercial & Legal Navigation 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 Cross‑Functional Alignment 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 Customer Advocacy & Executive Engagement Land referenceable wins and drive executive engagement strategies, including case studies and C‑level sponsorship Convert early adopters into compelling references and case studies Ideal Candidate Must haves 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 Nice to haves 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 Perks and Benefits Well‑funded and proven startup with large ambitions, 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 Generous parental leave, above industry standards Access to co‑working space on demand through FlexDesk and a 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 with massive impact More About Hopper / HTS At Hopper, we are on a mission to become the leading travel platform globally – powering Hopper’s mobile app, website, and our B2B business, HTS (Hopper Technology Solutions). By leveraging massive amounts of data and advanced machine learning algorithms, Hopper combines its world‑class travel agency offering with proprietary fintech products to bring transparency, flexibility, and savings to travelers worldwide. We have developed several unique fintech solutions that address everything from pricing volatility to trip disruptions – helping people travel better and save more. The Hopper platform serves hundreds of millions of travelers globally and continues to capture market share around the world. The Hopper app has been downloaded over 120 million times and is particularly popular among younger travelers, with 70 % of its users being Gen Z and millennials. Through HTS, our B2B division, the company supercharges its partners’ direct channels by integrating our fintech products on their sites or powering end‑to‑end travel portals. Today, our partners include leading travel brands such as Capital One, Nubank, Air Canada, and many more. Compensation Compensation Range: $400 K – $500 K #J-18808-Ljbffr