Account Executive, Enterprise

New York

Full time

Sales

As a Senior Sales Executive, you will be responsible for scaling Ethyca’s revenue engine beyond founder-led sales and building a repeatable enterprise sales motion. You will own the full lifecycle of complex deals - from outbound pipeline generation to multi-threaded strategic evaluations, technical orchestration with engineering, and tight handover into post-sales. This role mirrors the expectations placed on top-performing enterprise sellers at the world’s leading technology companies:

• Extreme rigor in pipeline creation and qualification

• Narrative control and strategic guidance for senior stakeholders

• Disciplined forecasting and operational hygiene

• High-agency ownership of outcomes

You will be expected to operate with speed, clarity, and a deep sense of responsibility for revenue, process, and customer trust.

• Enterprise Sales Execution

• Own full-cycle enterprise sales with quota responsibility for closing 6-figure and 7-figure opportunities

• Run a world-class enterprise evaluation flow: multi-threading, stakeholder mapping, precise narrative control, and clear economic justification.

• Conduct deep discovery to define business value, success criteria, and required technical outcomes

• Drive structured evaluations including POCs, workshops, and stakeholder readouts in partnership with engineering

• Build and maintain a champion ecosystem inside every prospect

• Maintain world-class forecasting accuracy, hygiene, and stage discipline in CRM

Pipeline Generation & Expansion

• Develop robust outbound sequences and territory plans aligned to ICP and vertical strategy

• Build a predictable, self-sourced pipeline engine generating 30–50% of new opportunity volume

• Drive pipeline coverage to 3x–4x quota through proactive outbound, warm networks, industry events, and ecosystem plays

• Partner with Marketing and SDR teams on targeted programs, account intelligence, and event-led ABM motion

Strategic Account Leadership

• Shape and control the narrative during evaluations, converting ambiguous customer needs into structured business cases

• Guide senior executives (CIO, CPO, CISO, VP Engineering, GC) through complex privacy, data, and AI governance decisions

• Work with Deployment & Engineering to design mutual success plans for high-value opportunities

• Create airtight MEDDPICC qualification and document critical deal risks, timelines, and decision criteria

Cross-Functional Partnership

• Provide structured product feedback to Engineering, Product, and Leadership based on patterns surfaced in the field

• Partner with Forward Deployed Engineers to deliver compelling technical evaluations

• Maintain clean sales → post-sales xcfaprz handovers with precise documentation and clear success metrics

• Track record of owning and delivering $1M+ annual quotas for 3+ consecutive years

• Experience closing $100k+ enterprise deals in complex technical or data-oriented products

• Early startup AE experience (#1–3 AE strongly preferred) with limited enablement infrastructure

• Demonstrated ability to run strategic, consultative sales cycles with executive stakeholders

• Deep understanding of CRM, pipeline management, forecasting, and stage discipline

• Strong written communication, structured thinking, and narrative clarity

• Ability to operate with speed and agency in ambiguous situations

• Competitive salary, benefits, and equity

• High-growth environment with real ownership and career acceleration

• Compensation Range: $250,000-300,000 p/y