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