Company: CriticalRiver Inc.
Location: San Francisco Bay Area (Hybrid – 3 days onsite). Willing to travel as needed across the US for client, partner, and industry events.
Employment Type: Full-Time
Experience: 10+ Years
Reports To: Head of Sales
About Us
At CriticalRiver, we craft transformative digital journeys that impact millions of users worldwide. We harness the power of design and engineering and bring innovation to our customers’ technology investments through our industry-leading practices, such as Data and AI, Customer Experience, Product and Platform engineering. Our mission is to partner with top-tier clients driving their core business transformation and helping them stay ahead of the digital curve.
Today, that curve is AI. We are building and deploying enterprise-grade AI and agentic systems for our clients — multi-agent frameworks, AI copilots and assistants, RAG and enterprise knowledge architectures, and autonomous agents that execute real business workflows in finance, supply chain, service, and revenue operations. This work sits on top of modern data foundations we architect and run with our ecosystem partners, including Salesforce, Snowflake, Databricks, and the major hyper-scalers. Our clients are not experimenting; they are moving agentic AI into production, and we are the partner helping them do it safely, measurably, and at scale.
We are an enterprise organization with a boutique mindset, thriving on the coherent symphony of collaboration across our business, practices, and delivery teams. Over 85% of our employees recommend the company, and 97% of respondents approve of our CEO (independent survey). Join us as we pioneer the future of technology, delivering excellence and innovation every step of the way.
What are we looking for
Position Overview: We are seeking a pure-play hunter — a Senior Sales Executive whose entire mandate is net-new logo acquisition for our Data, AI, Agentic, and Revenue-Tech practices. This is not a farming or account-management role. You will build pipeline through two engines running in parallel: partner and channel-led motion with Salesforce, Snowflake, Databricks, and the hyper-scaler ecosystems; and direct outbound into enterprise accounts where you own the relationship from first touch to signed statement of work. The ideal candidate is credible in the room with a CIO, CDO, or CFO on what agentic AI can realistically do for their business, and disciplined enough to build a partner-sourced pipeline that compounds quarter over quarter across Digital Native (High-Tech SaaS and High-Tech gig economy), Semiconductor, High-Tech Manufacturing, Life Sciences, and Financial Services.
What do you get to work on
1. Direct Net-New Business Development:
• Own outbound prospecting into named enterprise accounts — research-led, multi-threaded, and personalized, not volume spam.
• Build pipeline through executive networking, referrals, Company events, Industry forums, and your own relationship base.
• Open net-new logos and convert them into first engagements that can scale into multi-year programs.
• Develop and maintain relationships with CIOs, CTOs, CDOs, CFOs, Chief AI Officers, and Heads of Digital Transformation.
2. Channel & Ecosystem-Led Hunting:
• Build and own co-sell relationships with Salesforce, Snowflake, and Databricks field teams — AEs, RSMs, SEs, and partner managers — in the assigned territory.
• Generate partner-sourced and partner-influenced pipeline through joint account planning, territory mapping, and co-selling into shared accounts.
• Position CriticalRiver as the preferred services partner for the products we sell through channel.
• Drive presence at partner events, Dreamforce, Snowflake Summit, Databricks Data + AI Summit, and regional ecosystem forums.
• Work with Alliances and Marketing on joint campaigns, marketplace listings, and partner-funded demand generation.
3. AI & Agentic Solution Selling:
• Translate AI and agentic capability into business outcomes — cycle time, cost to serve, margin, and headcount leverage — rather than selling technology features.
• Identify high-value agentic use cases across enterprise functions and shape them into scoped, fundable initiatives.
• Lead clients from AI pilot purgatory to production, positioning data readiness, governance, and agent orchestration as part of the roadmap.
• Present executive-level business cases, ROI models, and AI transformation roadmaps to boards and steering committees.
4. Enterprise Deal Execution:
• Own the full sales cycle from qualification through discovery, proposal, negotiation, and contract execution.
• Partner with Solution Architects, AI Practice Leaders, and Delivery Teams to build winning solution and pricing strategies.
• Navigate complex, multi-stakeholder enterprise buying cycles including procurement, legal, security, and AI governance review.
• Close deals in the $500K to multi-million-dollar range and structure engagements for land-and-expand.
5. Sales Discipline & Forecasting:
• Maintain accurate pipeline, opportunity, and forecast hygiene in Salesforce CRM at 100% adoption.
• Run a documented account and territory plan, reviewed on a regular cadence with sales leadership.
• Provide market and competitive intelligence back into practice and offering development.
Qualifications
• Bachelor’s degree in Business, Engineering, or a related field. MBA preferred.
• 10+ years of enterprise technology or consulting services sales experience, with a demonstrable record as a hunter rather than an account manager.
• Proven track record closing complex enterprise deals valued at $500K+ through to multi-million-dollar engagements.
• Experience selling AI/ML, Data Engineering, Analytics, Cloud, or Enterprise Software services to enterprise buyers.
• Demonstrated success building partner-sourced pipeline through Salesforce, Snowflake, Databricks, or comparable ecosystems.
• Working fluency in AI and agentic concepts — LLMs, RAG, agent orchestration, multi-agent frameworks, and the data foundations they depend on — sufficient to hold a credible business conversation with a technical executive.
• Ability to engage and influence CIOs, CTOs, CDOs, CFOs, and other C-level decision-makers.
• Excellent communication, presentation, negotiation, and relationship-building skills.
• Proficiency with Salesforce CRM, LinkedIn Sales Navigator, and modern sales engagement platforms.
Preferred Qualifications
• Existing relationships within the Salesforce, Snowflake, or Databricks partner and field organizations.
• Experience selling Oracle Cloud or Oracle consulting services (good to have).
• Existing executive relationships with CIOs, CTOs, CDOs, and Digital Transformation leaders in the Bay Area.
• Experience in a high-growth technology consulting organization.
What We Offer
• Competitive base salary with uncapped, performance-based commission.
• Comprehensive benefits package, including health insurance and retirement plans.
• A front-row seat on enterprise agentic AI — selling work that is genuinely going into production, not slideware.
• Direct access to practice leaders, solution architects, and delivery teams who will build the deal with you.
• Professional development and career growth opportunities.
• A dynamic and supportive work environment with an enterprise reach and a boutique mindset.
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