Account Executive, Enterprise
About Ethyca
Ethyca is redefining trust in the age of AI. We build automated data privacy infrastructure that embeds governance directly into data, ensuring policy, consent, and control live wherever data moves. Our clients include The New York Times, Condé Nast, Ramp, Casper, Away and more. and the world's most advanced organizations scaling AI responsibly. We're on a mission to make trust, respect, and privacy a default feature of every tech stack.
The Role
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.
Responsibilities
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 handovers with precise documentation and clear success metrics
Core Requirements
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
What We Offer
Competitive salary, benefits, and equity
High-growth environment with real ownership and career acceleration
Compensation Range: $250,000-300,000 p/y