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Mistral is standing up a dedicated sales team for AI-native startups, a segment whose buyers choose models on performance, cost, and data residency rather than on enterprise relationships, signaling that the model vendor's go-to-market is splitting between big regulated enterprises and a fast-moving builder market.
Mistral provides full-stack AI solutions: from frontier models to developer tools, applications, and compute. We partner with enterprises tackling the hardest problems across high-stakes industries like finance, manufacturing, defense, healthcare, and the public sector, co-creating customized AI systems that they can run on their terms.
We are a dynamic, collaborative team passionate about AI and its potential to transform society. Our diverse workforce thrives in competitive environments and is committed to driving innovation. Our teams are distributed between Europe, North America, Asia and the Middle East. We are creative, low-ego and team-spirited.
As our Account Executive, Digital Natives, you will grow Mistral's business with companies building AI-native products across the UK and Northern Europe. These are engineering-led companies whose products run on models: coding tools, voice agents, document automation, customer support platforms, search, and more. Their buyers are founders, CTOs, and AI engineering leads, and they choose models on performance, cost, reliability, and data residency.
You will be the first member of the Digital Natives team based in Europe. You will own deals end to end, from first conversation through production launch and expansion, working alongside our solutions engineering, product, science, and legal teams.
This role is based in London, with regular travel across the region and to our Paris headquarters.
Pipeline development (targeted outbound and qualified inbound):
Identify and engage the most promising AI-native companies in your territory, and build relationships with the founders and engineering leaders who select models
Qualify and convert inbound interest from teams already building on our API into commercial relationships
Technical evaluation:
Guide customers through evaluations of our models on their real workloads, working with our solutions engineers to keep the process fast and the results clear
Turn successful evaluations into production usage and long-term commercial agreements
Deal management and closing:
Own the commercial cycle end to end: qualification, evaluation, negotiation, and close, together with our legal and solutions teams
Manage deals with multiple technical and executive stakeholders on both sides, and keep everyone aligned on timelines and next steps
Account growth:
Grow usage within existing customers as they ship new products and features on our models
Stay close to customers' roadmaps so Mistral is positioned for their next workload before it reaches production
Working with product and science:
Bring customer feedback, usage patterns, and competitive insight back to our product and science teams to inform priorities and the roadmap
Connect customers directly with our product and research teams where it accelerates their success
5 to 8 years of sales experience, with a track record of closing deals with startups and scale-ups for a technical product (API, developer tools, infrastructure, or data)
Experience selling to technical buyers: founders, CTOs, and engineering leaders
Working knowledge of how AI products are built, and the ability to hold a credible conversation about models, evaluation, and deployment with an engineering audience
Experience at a fast-growing startup, ideally in AI, developer tools, or infrastructure
Comfort with usage-based revenue, where growth comes from what customers ship rather than from a single contract
Excellent English; French, German, Dutch, or a Nordic language is a plus
Strong negotiation and communication skills, and a hands-on, low-ego approach
We offer a comprehensive benefits package designed to support your well-being, growth, and work-life balance. Benefits vary by country and may include healthcare coverage, parental leave, retirement plans, relocation support, wellness programs, meal and transportation allowances, and other location-specific perks.
For the most up-to-date details on benefits available in your location, please refer to our Benefits page.
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