Senior Enterprise Account Executive

Own enterprise deals from sourcing through closing, lead technical discovery and evaluations, build customer champions, and translate complex data infrastructure concepts into business value.

Responsibilities

• Own deals end-to-end from sourcing, qualification, discovery, demos, and POCs through procurement and closing.
• Navigate 6–12 month sales cycles with engineering, data, security, finance, and legal stakeholders.
• Build technical champions through deep multi-threaded discovery.
• Map customer architectures and pain points to Artie's platform capabilities.
• Whiteboard solutions with staff engineers and data architects.
• Build structured POC plans and define success criteria with engineering.
• Drive deals toward clear mutual action plans.
• Source 80% or more of the pipeline through outbound prospecting, events, founder referrals, and creative approaches.
• Translate technical concepts into ROI, TCO reduction, and platform reliability messaging.

Requirements

• 5+ years of full-cycle AE experience in enterprise or upper/mid-market sales.
• Track record of closing $100K–$300K+ ACV deals.
• Experience navigating 6–12 month sales cycles and complex procurement.
• Experience running full-cycle deals without SDR or Sales Engineer support.
• Technical background, such as an engineering degree or experience as a software or sales engineer.
• Experience selling developer tools, data infrastructure, or cloud platforms to technical buyers.
• Ability to explain CDC, Kafka, schema evolution, and cloud networking concepts.
• Comfort whiteboarding with staff-level engineers and technical stakeholders.
• Fluency in database, streaming, and cloud architecture concepts.
• Experience self-sourcing a significant portion of pipeline.
• Willingness to work in person five days per week at the San Francisco office.

Benefits

• Healthcare
• 401(k)
• Unlimited PTO
• Lunch and dinner provided
• Visa sponsorship available
• Relocation covered
• Equity of approximately 0.1%
• Uncapped commission with accelerators at 125% and 150% attainment
• Founding GTM role with influence on company direction
• End-to-end ownership of GTM strategy and execution
• Close collaboration with product and leadership