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About the Role
You will own a portfolio of large, under-penetrated Fortune 1000 accounts, aiming to expand Brightidea's presence from a single department or program to enterprise-wide adoption. This is a hunter-builder role focused on strategic growth and executive sponsorship, not relationship maintenance.
Responsibilities
- Treat each account as a mini-territory: build and execute a penetration plan that moves it from beachhead toward enterprise-wide adoption
- Build executive sponsorship out from a single champion or department, multi-threading across large, political organizations where your original contact may not be your path to the budget
- Own renewal negotiation and close, including price increases and multi-year terms against enterprise procurement
- Source net-new buyers inside existing logos — new business units, adjacent use cases, executives who have never engaged with us
- Convert platform adoption and usage data into commercial cases; program results are your ammunition, and you should be able to pull and shape that data yourself
- Position Brightidea credibly against build-it-yourself alternatives, including customers prototyping with AI
- Forecast accurately and keep a clean cadence across ~25 accounts, concentrating effort where the runway is greatest
Requirements
- Experience navigating enterprise procurement, renewal negotiation, price increases, and multi-year terms
- Multi-threading in complex organizations, where you've built sponsorship starting from one contact and no budget
- A territory-development mindset with a concrete approach to whitespace
- You've built things: automations, agents, scripts, internal tools, integrations — something beyond prompting a chatbot
- AI is in your daily workflow, not just your toolkit
- Ability to produce a working artifact in front of a customer (mock, prototype, data cut, solution sketch) quickly
- Ability to reason about where AI helps and where it doesn't, including its limits
Skills
- AI fluency
- Commercial instinct
- Technical fluency
- Prototyping
- Data analysis
Experience Level
- Enterprise expansion experience
- Consultant / solution architect experience
- Founder / operator experience
About the Company
- Brightidea is the enterprise innovation management platform behind programs at Merck, J&J, AWS, Cytiva, and hundreds of other global organizations.
- We've been in business for 26 years and are profitable, offering a small surface area, short decision paths, and significant leverage per person.