Senior Enterprise AE

About the role

We are looking for a Senior Enterprise Account Executive (AE) to join our rapidly growing team. This role is not just about running the playbook; it's about refining it and setting the standard for future AE success.

You will be responsible for running full-cycle enterprise sales, owning deals end-to-end, and building strong technical champions. You'll navigate complex procurement processes and drive rigorous evaluations with engineering, data, security, finance, and legal stakeholders.

What you'll do

• 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
• Drive technical discovery & solutioning
• Understand customer architectures and pain points (SQL Server, Postgres, MySQL, Kafka, Snowflake, VPCs, networking)
• Map these to Artie’s capabilities with clarity and confidence
• Whiteboard solutions with staff engineers and data architects
• Lead rigorous evaluations
• Define success criteria for POCs
• Drive toward clear, mutual action plans
• Source your own pipeline (80%+ of pipeline through outbound, events, founder referrals, and creative prospecting)
• Use your curiosity and rigor to start real technical conversations
• Sell the vision and business value (not features)
• Translate deep technical concepts (e.g. log-based CDC, Kafka buffering) into ROI, TCO reduction, and platform reliability
• Inspire our buyers with how Artie can unlock new opportunities for their company

What We're Looking For

• Enterprise sales mastery: 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 SE support
• Deep technical fluency: 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 (VPCs, peering, security reviews)
• Comfortable whiteboarding with staff-level engineers and technical stakeholders
• Fluent discussing database, streaming, and cloud architecture concepts with engineering teams
• Outbound-first mindset: Self-sourced a significant portion of pipeline in previous roles
• Consistent and persistent prospector who finds creative ways to engage prospects
• Extreme ownership: Never drop the ball - internally or externally
• Drives alignment, writes structured follow-ups, and runs mutual action plans
• Collaborative and self-aware: Knows when to pull in help - from CTO deep dives to executive alignment with CEO
• Works closely with teammates to win complex deals together
• Willing to work in-person, 5 days/week at our SF office (relocation covered)

Compensation & Benefits

• $150-175K base salary ($300-350K OTE) depending on experience
• Equity
• Healthcare
• 401(k)
• Unlimited PTO
• Lunch & dinner provided