Most sales roles ask you to sell a tool. This one asks you to change how organisations think.
PAIR is the missing layer between AI tool deployment and measurable business outcomes. We work with ambitious organisations in the UK, helping them turn AI ambition into workforce‑level adoption. Our customers are buying a path to becoming AI‑native, and you help them realise it.
You’ll join a small, high‑calibre team that sets exceptional standards in selling, delivery and customer engagement. The deals you close will shape how thousands of people work.
Core responsibilities
- Own your pipeline. Build and convert a healthy enterprise pipeline within your assigned vertical(s). Identify ICP accounts, build multi‑threaded entry points, and always maintain rigorous stage discipline.
- Run discovery that gets to the real problem. Lead structured conversations to understand workflows, constraints, AI readiness and stakeholder dynamics. Translate findings into a value hypothesis with measurable outcomes: time saved, quality uplift, risk reduction.
- Sell the outcome, not the feature. Articulate a phased journey to building an AI‑native team: leadership alignment, workforce cohorts, measurement and recertification. Secure consensus on success metrics before the deal closes.
- Navigate complex organisations. Map and engage C‑suite, HR/L&D, IT/Security, Operations and Innovation. Keep momentum through procurement, legal and due diligence without losing commercial pace.
- Close with discipline. Use mutual action plans on every meaningful deal. Build proposals and statements of work that tie commercials to adoption outcomes. Manage renewals and expansions in partnership with Customer Success.
- Keep the CRM honest. Stakeholder maps, next actions and stage forecasts documented and accurate at all times. Clean forecast updates in weekly reviews, no exceptions.
- Feed the GTM loop. Share market intel and customer feedback that sharpens messaging, informs the product roadmap, and helps the wider team sell better.
About You
You are self‑sufficient, prepare well, follow through, and move deals forward without needing to be chased.
You communicate clearly at executive level: concise in writing, confident in conversation, able to simplify complexity without overselling. You understand that PAIR is not a training platform but an enterprise adoption layer, and you can articulate what that means to a sceptical buyer.
You are genuinely curious about AI adoption, not as a buzzword, but as an organisational challenge you want to help solve.
You hold yourself to high standards and care about doing the job properly – not just closing, but closing well. You understand that the quality of the handover to our AI Adoption Team is part of your job, and that a customer who succeeds is the foundation of everything that comes next.
Must‑Have Experience
- 3+ years closing enterprise software or AI deals, with evidence of multi‑threaded execution and consistent quota attainment
- Discovery‑led, consultative selling; comfortable selling change and outcomes, not just features
- Disciplined pipeline management and forecast accuracy across cycles of 6 weeks to 9 months
- Confident navigating C‑suite, HR/L&D, IT/Security and procurement stakeholders
- Strong commercial acumen: proposals, statements of work, negotiation
- Familiarity with enterprise AI tooling and ecosystems
Nice to Have
- Experience in workforce transformation, change management or adoption programmes
- Existing enterprise relationships in financial services, professional services, property, pharma or retail
- Comfort with vendor risk reviews, DPAs and security questionnaires
Location: London, UK (3+ days in the office and client visits when needed)
Start date: July 2026 (the earlier the better)
Reports to: Business Development Director
Type: Full‑time
Annual leave policy: 25 days per year + bank holidays
Compensation: Depending on seniority, a total package of £120‑180k plus stock options
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