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For Companies At a Glance
- Tasks: Drive enterprise sales for innovative AI solutions in the travel industry.
- Company: Join Hopper, a leading travel platform with a dynamic startup culture.
- Benefits: Competitive salary, uncapped bonuses, equity packages, and unlimited PTO.
- Why this job: Shape the future of travel with cutting-edge AI technology and make a real impact.
- Qualifications: 5-10 years in enterprise sales with a proven track record in SaaS or AI.
- Other info: Work remotely, enjoy flexible hours, and be part of a small, impactful team.
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
Founding Enterprise Sales Lead, AI (100% Remote - London, UK) in City of London employer: Hopper
Contact Detail:
Hopper Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Founding Enterprise Sales Lead, AI (100% Remote - London, UK) in City of London
✨Tip Number 1
Network like a pro! Reach out to your connections in the travel and AI sectors. Use LinkedIn to find mutual contacts and ask for introductions. Remember, personal connections can often lead to opportunities that aren’t advertised.
✨Tip Number 2
Prepare for those interviews! Research Hopper’s products and understand how they fit into the market. Be ready to discuss how your experience aligns with their goals, especially around enterprise sales and customer experience.
✨Tip Number 3
Showcase your success stories! When you get the chance to chat with potential employers, share specific examples of how you've closed complex deals or launched new initiatives. Numbers speak volumes, so highlight your achievements!
✨Tip Number 4
Don’t forget to apply through our website! It’s the best way to ensure your application gets seen. Plus, it shows you’re genuinely interested in being part of the team at Hopper. Let’s make it happen!
We think you need these skills to ace Founding Enterprise Sales Lead, AI (100% Remote - London, UK) in City of London
Some tips for your application 🫡
Tailor Your Application: Make sure to customise your CV and cover letter for the Founding Enterprise Account Executive role. Highlight your experience in enterprise sales, especially any 0-to-1 roles you've had. We want to see how your skills align with our mission at Hopper!
Showcase Your Achievements: Don’t just list your responsibilities; showcase your achievements! Use numbers and specific examples to demonstrate how you’ve closed complex deals or launched successful initiatives. This helps us see the impact you've made in previous roles.
Be Clear and Concise: When writing your application, keep it clear and concise. Avoid jargon and make sure your points are easy to understand. We appreciate straightforward communication, especially since you'll be engaging with C-level executives!
Apply Through Our Website: We encourage you to apply directly through our website. It’s the best way for us to receive your application and ensures you’re considered for the role. Plus, it shows you’re proactive and keen to join our team!
How to prepare for a job interview at Hopper
✨Know Your Product Inside Out
Before the interview, make sure you understand Hopper's conversational AI customer service platform thoroughly. Familiarise yourself with its features, benefits, and how it integrates with existing systems. This knowledge will help you articulate how you can drive enterprise sales effectively.
✨Prepare for Complex Negotiations
Given the role involves navigating legal and InfoSec processes, brush up on your negotiation skills. Be ready to discuss your past experiences with complex deals and how you successfully structured pricing models. Highlight your understanding of AI consumption models and ROI metrics.
✨Showcase Your 0-to-1 Experience
This position is all about building from the ground up. Prepare specific examples of how you've launched new sales motions or regions in the past. Discuss the strategies you used to build a pipeline and convert pilots into long-term contracts, as this will demonstrate your fit for the role.
✨Engage with Executive Presence
Since you'll be selling to C-level executives, practice your communication skills. Be clear and concise in your responses, and prepare to discuss how you can engage with high-level stakeholders. Show that you can not only sell but also educate the market about the value of Hopper's AI solutions.
