About this Revenue Enablement Manager role at Lightning AI
Who We Are
Lightning AI is the company behind PyTorch Lightning. Founded in 2019, we build an end-to-end platform for developing, training, and deploying AI systems—designed to take ideas from research to production with less friction.
Through our merger with Voltage Park, a neocloud and AI Factory, Lightning AI combines developer-first software with cost-efficient, large-scale compute. Teams get the tools they need for experimentation, training, and production inference, with security, observability, and control built in.
We serve solo researchers, startups, and large enterprises. Lightning AI operates globally with offices in New York City, San Francisco, Seattle, and London, and is backed by Coatue, Index Ventures, Bain Capital Ventures, and Firstminute.
The Way We Work
The people who thrive here are builders who move fast, communicate openly, take ownership, and continuously improve themselves, their teams, and our company. Here's what that looks like in practice:
- Move with Urgency: We move quickly, make thoughtful decisions, and keep momentum. We value action over perfection and learn by shipping.
- Take Ownership: We own outcomes, not just our individual work. We make decisions that move the company forward and follow through.
- Communicate Openly: We communicate directly, seek to understand, and create clarity for others. Honest conversations help us move faster together.
- Build Great Teams: We lead by example, empower others, and create healthy teams where people can do their best work.
- Raise the Bar: We're always improving ourselves. We learn from feedback, consistently challenge ourselves to grow, and focus on the work that matters most.
- Think Long-Term: We design for what's next. We create scalable systems, simplify complexity, and use AI and automation to amplify our impact.
What we're looking for
We are looking for an Account Executive with experience selling highly technical, developer-focused products to CTOs, VPs of Engineering, software engineers, researchers, and/or data scientists. You thrive in a fast-paced, start-up environment focusing on every step of the sales process, from prospecting, qualifying, and nurturing leads to running demos, negotiating contracts, and closing deals. We want someone who thinks about how to uncover and address our customers’ problems to drive customer acquisition while feeding their requirements back to inform the product roadmap.
You will join the Sales Team and report to our VP of Revenue. This is a hybrid role based in Palo Alto, CA with in-office requirements of 3 days per week. The salary range for this role is $180,000-$250,000 for the base and includes a variable component.
What you’ll do
- Build an understanding of our target markets, value proposition, and pricing models to not only meet but exceed quarterly revenue targets.
- Focus on high-quality, consistent outbound prospecting across key market segments to build the sales pipeline and optimize the customer funnel.
- Qualify and develop both inbound and outbound sales leads.
- Collaborate with the product, engineering, and marketing teams to continuously improve and iterate on the sales process.
- Analyze industry trends and customer segmentation to identify and capitalize on new sources of qualified leads.
- Work alongside the marketing team to increase the number and quality of inbound leads.
- Champion data integrity and accuracy using HubSpot to track activity and manage sales opportunities through the funnel.
What you’ll need
- 5+ years of experience as an Account Executive or in a similar sales role, selling technical or developer-focused products to technical audiences.
- Familiarity with the machine learning, AI, or software development ecosystem, and an ability to grasp complex technical concepts.
- Proven track record of meeting or exceeding revenue targets in a fast-paced startup environment.
- Experience with outbound prospecting, qualifying leads, running demos, and closing deals is essential.
- Ability to uncover customer pain points, articulate value propositions, and effectively address objections to drive solutions.
- Strong interpersonal skills to work cross-functionally with leadership, product, engineering, and marketing teams.
- Proficiency with HubSpot or a similar CRM to track activity, manage the sales pipeline, and ensure data integrity.
- Solid understanding and application of a sales methodology (ie .MEDDIC, Challenger, or Sandler) with the ability to tailor approaches to different customer needs and scenarios.
We are committed to offering competitive compensation that reflects the value each team member brings to our mission. Final offers are based on factors such as experience, skills, geographic location, and role expectations. In addition to base salary, our total rewards package for eligible roles includes a discretionary bonus, a meaningful equity component, and comprehensive benefits.
Benefits and Perks
We offer a comprehensive and competitive benefits package designed to support our employees’ health, well-being, and long-term success:
- Comprehensive Health Coverage: Medical, dental, and vision coverage for employees and eligible dependents.
- Meaningful Equity: RSUs that give employees a stake in the company's long-term success.
- Retirement Savings: 401(k) matching (U.S.) and pension contributions (U.K.).
- Flexible Time Off: Unlimited PTO, company holidays, and floating holidays to support work-life balance.
- Company-Wide Winter Break: Two weeks of company closure each winter to disconnect and recharge.
- Paid Parental & Family Leave: Paid leave to support you and your family through life's important moments.
- Professional Development: Annual learning and development allowance to support your professional growth.
- Wellness Benefits: Wellness and work-from-home stipends to support your physical and mental well-being.
- Sabbatical Program: Four weeks of paid sabbatical leave after four years of service.
- Flexible Work: Flexible schedules and a hybrid work model for our office-based teams.
- In-Office Meals: Complimentary meals at our office hubs.
Benefits may vary by location, team, and role.
At Lightning AI, we are committed to fostering an inclusive and diverse workplace. We believe that diverse teams drive innovation and create better products. We provide equal employment opportunities to all employees and applicants without regard to race, color, religion, gender, sexual orientation, gender identity, national origin, age, disability, veteran status, or any other protected characteristic. We are dedicated to building a culture where everyone can thrive and contribute to their fullest potential.
