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 some of the most ambitious organisations in the UK, from FTSE-listed enterprises to leading public sector bodies, helping them turn AI ambition into workforce-level adoption. Our customers aren't buying software. They're buying a path to becoming AI-native, and you are the person who helps them see it, commit to it, and realise it.
You'll join a small, high-calibre team that holds itself to exceptional standards, in how we sell, how we deliver, and how we show up for our customers. We've built a culture where pace and professionalism coexist, where everyone pulls their weight, and where the work genuinely matters. The deals you close will shape how thousands of people work.
If you want to own something real, work alongside people who are excellent at what they do, and be part of building something that lasts, this is the role.
I can’t wait to read you application!
All the best
Elena
BD Director, PAIR
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.
The sale
This is not a CRM demo or a generic SaaS pitch. The conversation starts with AI, where your customer is today, what they've tried, what hasn't landed, and why. From there, it moves to AI adoption: the organisational challenge of embedding new capability into real workflows, at scale, in a way that sticks. PAIR enters as the solution to that challenge: the layer that makes adoption measurable, sustainable and human.
You become a trusted adviser to your clients on all things AI in the workplace. You shape their thinking, not just their procurement. That requires genuine curiosity, commercial discipline, and the ability to hold a credible conversation with a CHRO, a CTO and a procurement lead - often in the same week.
Cycles range from 6 weeks to 9 months. Deals are multi-stakeholder and multi-threaded. The best AEs on this team don't just close, they build relationships that expand.
About You
You are self-sufficient. You 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 follow how AI is being adopted in large organisations, form your own views, and bring those views into customer conversations.
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
About PAIR
PAIR is the AI adoption layer that turns tool deployment into measurable business outcomes. We are a UK tech company combining live enablement for leaders with a product layer that embeds AI skills into daily workflows, measures impact, and keeps teams current as the technology evolves.
Our Belief
We believe humans should remain the main characters. AI is an extraordinary tool, but the organisations that will thrive are those that pair the best of human intelligence with the best of artificial intelligence. That belief is at the heart of every conversation we have with customers, and we want it to be at the heart of how you sell.
How we work
We are a disciplined team with high standards and a genuine bias for action. We support each other, we move fast when it matters, and we hold each other accountable, not through process, but through shared pride in the work. You'll learn by doing alongside customers and colleagues from week one. We give high trust and clear outcomes; you bring professionalism, ownership and pace. We all genuinely love what we do!
AE quotes:
“I love working at Pair because we have a strong point of view in AI and we’re well regarded for it, and when I read AI news every day I genuinely think, ‘Pair can solve that,’ because we’re at the forefront of helping businesses through the next big revolution.”
“I love that at Pair I get to be a trusted advisor, not just a salesperson. Staying up to date on AI is part of the job, and customers genuinely value us for bringing clarity in a fast-moving space.”
Application Process
We have multiple roles open. Apply for one only, focus matters to us.
We run a straightforward, 4-stage process. We respect your time and move quickly with candidates who are right for the role.
Stage 1: Submit your application here: https://forms.office.com/e/9qc4Ltx81p
Stage 2: Filter interview
Stage 3: Take-home task
Stage 4: Final interview day (half-day at our Holborn office in London)
Location: London UK (3+ days in the office and client visits when needed)
Start date: April 2026 (the earlier the better)
Reports to: Business Development Director
Type: Full-time
Annual leave policy: 25 days per year + bank holidays
Comp: Depending on Seniority your complete package will be £80-140k plus Stock options
