Role Overview

The API Sales Team Lead is responsible for driving revenue growth and accelerating enterprise adoption of advanced AI platform APIs for a strategic AI client. This role combines sales leadership, disciplined pipeline governance, and consultative, valuebased selling across complex enterprise environments. Working with other TL’s and Sales Managers to drive a high-performance sales culture. You will lead a team of API sellers across SMB, ensuring structured execution, productivity discipline, and consistent quota attainment. Success in this role requires strong commercial leadership, technical fluency, operational rigor, and the ability to drive performance through clear KPIs and compliance standards. You will act as both a people leader and executive sponsor on strategic opportunities, ensuring consistent delivery across revenue, activity, quality, and forecast accuracy metrics.

Key Responsibilities

Sales Leadership & Performance

● Lead, coach, and performance-manage API sellers across SMB, Enterprise Qualification, and Renewals segments.

● Own team-level quota, pipeline coverage, forecast accuracy, and productivity metrics.

● Establish clear daily, weekly, and monthly performance expectations (e.g., outreach volumes, SLA adherence, pipeline progression).

● Drive structured inspection cadence including pipeline reviews, call coaching, and QA scorecard reviews.

● Ensure strong onboarding and ramp programs aligned to role-specific experience requirements.

Pipeline & Revenue Execution

● Drive disciplined opportunity qualification using structured methodologies (e.g., MEDDICC, BANT).

● Ensure sellers meet defined daily outreach expectations across calls, email, and sequencing tools.

● Enforce SLA responsiveness standards for inbound and customer follow-up.

● Maintain rigorous Salesforce hygiene, forecast accuracy, and clean pipeline management.

● Consistently deliver against revenue targets and team quota attainment.

Strategic Deal Leadership

● Act as executive sponsor on complex enterprise API opportunities.

● Guide commercial structuring, pricing strategy, and negotiation processes.

● Partner with Solutions Engineering to align AI capabilities with measurable business outcomes.

● Ensure compliance with responsible AI, data governance, and client risk requirements.

Compliance, Governance & Quality Standards

● Uphold QA scorecard standards across calls, documentation, and customer interactions.

● Ensure strict adherence to CRM data hygiene and reporting accuracy.

● Monitor compliance with outreach productivity benchmarks and SLA discipline.

● Drive accountability for audit readiness and documentation standards across the team.

Ideal Profile

Experience Requirements

Minimum Years of Experience (YoE) by Segment:

● SMB Sales: 2+ years of SaaS closing experience in high-velocity environments.

● Team Lead: 4+ years total B2B technology sales experience, with 2+ years in a people leadership role.

Mandatory Qualifications

● Proven track record of consistent quota attainment.

● Mandatory SaaS experience (AI / SaaS / technology sales required).

● Strong expertise in CRM management (Salesforce strongly preferred).

● Familiarity with sales sequencing and engagement tools.

● English proficiency at C1 minimum, validated through formal testing.

Technical & Commercial Fluency

● Strong understanding of APIs, platform architectures, and developer ecosystems.

● Working knowledge of AI/ML concepts and enterprise AI use cases.

● Ability to engage both technical stakeholders and executive decision-makers.

● Data-driven, KPI-oriented leadership mindset.

Mindset & Behaviours

● Performance-driven and highly accountable.

● Structured, disciplined, and operationally rigorous.

● Customer-centric and solution-oriented.

● Agile and adaptable within a rapidly evolving AI landscape

#LI

About Accenture

Accenture is a leading global professional services company that helps the world’s leading businesses, governments and other organizations build their digital core, optimize their operations, accelerate revenue growth and enhance citizen services—creating tangible value at speed and scale. We are a talent- and innovation-led company with approximately 791,000 people serving clients in more than 120 countries. Technology is at the core of change today, and we are one of the world’s leaders in helping drive that change, with strong ecosystem relationships. We combine our strength in technology and leadership in cloud, data and AI with unmatched industry experience, functional expertise and global delivery capability. Our broad range of services, solutions and assets across Strategy & Consulting, Technology, Operations, Industry X and Song, together with our culture of shared success and commitment to creating 360° value, enable us to help our clients reinvent and build trusted, lasting relationships. We measure our success by the 360° value we create for our clients, each other, our shareholders, partners and communities.

Visit us at www.accenture.com

Equal Employment Opportunity Statement

We believe that no one should be discriminated against because of their differences. All employment decisions shall be made without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, sexual orientation, gender identity or expression, marital status, citizenship status or any other basis as protected by applicable law. Our rich diversity makes us more innovative, more competitive, and more creative, which helps us better serve our clients and our communities

Team Lead API Sales

Job Description