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, Conde Nast,Ramp, Casper, Away and more. and the world's most advanced organizations scalingAI responsibly. We're on a mission to make trust, respect, and privacy a default featureof every tech stack.

The Role

As a Senior Sales Executive, you will be responsible for scaling Ethyca's revenue enginebeyond founder-led sales and building a repeatable enterprise sales motion. You will own thefull lifecycle of complex deals - from outbound pipeline generation to multi-threaded strategicevaluations, technical orchestration with engineering, and tight handover into post-sales.This role mirrors the expectations placed on top-performing enterprise sellers at the world'sleading 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 forrevenue, process, and customer trust.

Responsibilities

Enterprise Sales Execution

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

• 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 requiredtechnical outcomes

• Drive structured evaluations including POCs, workshops, and stakeholder readouts inpartnership 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 verticalstrategy

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

• 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, andevent-led ABM motion

Strategic Account Leadership

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

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

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

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

Cross-Functional Partnership

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

• Partner with Forward Deployed Engineers to deliver compelling technical evaluations

• Maintain clean sales post-sales handovers with precise documentation and clearsuccess 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-orientedproducts

• Early startup AE experience (#1-3 AE strongly preferred) with limited enablementinfrastructure

• Demonstrated ability to run strategic, consultative sales cycles with executivestakeholders

• 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