Senior Enterprise Account Executive

You'll own enterprise deals end-to-end, from sourcing and qualification through discovery, demos, proof of concepts, procurement, and closing. You'll navigate long sales cycles spanning six to twelve months, working with engineering, data, security, finance, and legal stakeholders across the customer organization. You'll multi-thread deeply within accounts and build strong, technical champions who advocate for Artie internally. You'll dig into customer architectures and pain points involving databases and streaming systems, mapping them to Artie's capabilities with clarity and confidence, and you'll whiteboard solutions directly with staff engineers and data architects. You'll build structured proof-of-concept plans, partner with engineering to define success criteria, and drive toward clear, mutual action plans with prospects. Since there's no SDR team, you'll source the vast majority of your own pipeline through outbound prospecting, events, founder referrals, and creative approaches. You'll translate deep technical concepts into business value, ROI, and reliability arguments that inspire buyers and unlock new opportunities for their companies. You'll partner directly with founders and influence product strategy as a founding member of the go-to-market team.

Responsibilities

• Own deals end-to-end: sourcing, qualification, discovery, demos, POCs, procurement, and closing
• Navigate 6-12 month cycles with engineering, data, security, finance, and legal stakeholders
• Multi-thread deeply and build strong, technical champions
• Understand customer architectures and pain points and map them to Artie's capabilities
• Whiteboard solutions with staff engineers and data architects
• Build structured POC plans and partner with engineering to define success criteria
• Drive toward clear, mutual action plans
• Source 80%+ of own pipeline through outbound, events, founder referrals, and prospecting
• Translate technical concepts into ROI, TCO reduction, and platform reliability value

Requirements

• 5+ years of full cycle AE experience in enterprise or upper/mid-market
• Consistent track record of closing $100-300K+ ACV deals
• Comfortable navigating 6-12 month cycles and complex procurement
• Proven experience running full-cycle deals without SDR or Sales Engineer support
• Technical background (engineering degree, former software engineer or sales engineer turned AE) preferred
• Experience selling dev tools, data infra, or cloud platforms to technical buyers
• Able to confidently explain concepts like log-based CDC, Kafka, schema evolution, or cloud networking basics
• Comfortable whiteboarding with staff-level engineers and technical stakeholders
• Fluent discussing database, streaming, and cloud architecture concepts with engineering teams
• Self-sourced a significant portion of pipeline in previous roles
• Willing to work in-person, 5 days/week at SF office (relocation covered)

Benefits

• Equity (~0.1%)
• Healthcare
• 401(k)
• Unlimited PTO
• Lunch & dinner provided
• Visa sponsorship available
• Relocation covered
• Uncapped commission with accelerators at 125% and 150% attainment