Senior Enterprise Account Executive

Own enterprise deals from sourcing and qualification through discovery, demos, proof of concepts, procurement, and closing. Navigate long, complex sales cycles with technical and business stakeholders, build champions, source most pipeline independently, and translate data infrastructure concepts into business value.

Responsibilities

• Own deals end-to-end from sourcing through closing.
• Navigate 6–12 month sales cycles with engineering, data, security, finance, and legal stakeholders.
• Build technical champions through deep account multi-threading.
• Lead technical discovery, solutioning, whiteboarding, and proof-of-concept planning.
• Partner with engineering to define evaluation success criteria and mutual action plans.
• Source 80%+ of pipeline through outbound prospecting, events, referrals, and creative approaches.
• Translate technical concepts into ROI, TCO reduction, and reliability value.

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 or fluency with databases, streaming, cloud architecture, CDC, Kafka, and networking.
• Experience selling developer tools, data infrastructure, or cloud platforms to technical buyers.
• Ability to whiteboard with staff-level engineers and technical stakeholders.
• Significant experience self-sourcing pipeline.
• Willingness to work in person five days per week at the San Francisco office.

Benefits

• Equity of approximately 0.1%.
• Healthcare.
• 401(k).
• Unlimited PTO.
• Lunch and dinner provided.
• Visa sponsorship available.
• Relocation covered.
• Uncapped commission with accelerators at 125% and 150% attainment.
• Founding go-to-market role with influence on company direction and product strategy.