Account Executive, Enterprise

A World-Changing Company At Ethyca, we're engineering trust for humanity. We believe that by building Fides, the operating system for Data Privacy & AI Governance we can solve the world's most critical and challenging problems of trust and safety in data and AI driven enterprise on behalf of every person. We partner with the most important institutions in the world to transform the safety, trust and integrity of their data and technology systems. Our software has been used to power the safety and privacy of millions of users globally. The Role Enterprise Account Executives are responsible for developing, managing and closing business with mid-sized and large enterprises as part of our sales and solutions organization. In this role, you'll apply your communication, presentation and strategic skills to drive prospective customers through a successful sales cycle from both outbound and inbound sales leads. Enterprise clients are typically sophisticated engineering and executive leadership teams with backgrounds in GRC, legal, compliance, security and engineering. As such, this role requires excellent professional communications, strategic solution selling and the ability to speak to all senior functions across an enterprise. Core Responsibilities Enterprise AEs responsibilities at Ethyca look similar to highly strategic consultants versed in technology, privacy and compliance. You'll work in small teams and own end-to-end execution of the sales process from qualifying, through demonstration, solutions and negotiation with senior executive buyers at some of the worlds largest and most recognizable companies. A day might span introductory calls with new prospects to understand their needs and assess their fit for Ethyca's platform, through to demonstrating state-of-the-art new capabilities of Fides or negotiating multi-year agreements with the leadership of a Fortune 500 team. As an early recruit to a new and growing team, you'll also be responsible for turning the new sales and solutions tactics that work for your team into repeatable processes by providing clear documents and updating CRM systems reliably. In this role you can expect to... * Engage new Enterprise prospects and existing Ethyca clients to scope their requirements and assess their suitability/qualification. * Correctly estimate qualifying opportunities based on a proprietary version of MEDDIC and BANT. * Engage with expert customer buyers in legal, compliance and technology. * Demonstrate the Fides platform capabilities and be versed in new features and product innovations. * Work with technical teams at Ethyca to solution and scope client capabilities and needs. * Prepare proposals and pricing agreements through the entire negotiation process. * Ensure your lead and opportunity pipeline meets your team targets. * Maintain the quality of information about clients in our CRM for excellence in customer management. * Accurately forecast business on a quarterly cadence. * Effectively communicate with management, legal and customer teams to ensure proper execution of deal documents. * Take responsibility for a quarterly sales target. You may be a good fit if... * Significant enterprise sales and customer development experience. * Experience selling technology products in the security, privacy or legal industries. * Track record in closing enterprise and mid-market deals. * Creation and execution of quarterly sales plans. * Good executive presence, communication skills, and credibility. * Proven track record of consistently meeting or exceeding assigned annual/quarterly goals and targets and consistently ranked top 1-2 on their team. * History of accurate forecasting and business reporting. * Significant experience selling disruptive technology into focused markets. Benefits * Competitive Salary + OTE + Equity * 100% medical and dental insurance coverage for you and your dependent(s) * Remote-first office hours and vacation policy * Sponsored company lunches and events * Parental leave and 401K plan Our benefits aim to promote health and wellbeing across all areas of Ethycans lives. We work to continuously improve our offerings and listen to our community as we design and update them. The list above details our available benefits and some of the perks that can be enjoyed as an employee of Ethyca. Life at Ethyca We want every Ethycan to achieve their best outcomes, that's why we celebrate individuals' strengths, skills, and interests, from your first interview to your longterm growth, rather than rely on traditional career ladders. Ethyca is a distributed team with headquarters in NYC and remote workers across the US. In keeping consistent with Ethyca's values and culture, we believe employees "share the work" as one team, and in-person work affords the opportunity for more creative outcomes. Therefore we encourage Sales Executives to work from our offices to foster excellence in innovation and outcomes for our clients. Preference will be given to candidates who are able to come into the office, located in midtown Manhattan, at least 2 days a week. We're a Data Privacy and AI Governance company building a missing piece of the Internet's infrastructure: the operating system for governance that empowers users and businesses to manage data respectfully. Every day, Ethycans tackle one of the world's most challenging problems - how to make data and AI driven technology safer for humanity - and thinking about the future of human rights as society increasingly moves online. If this sounds intriguing and you're excited to shape that future with us, we'd want to speak with you. Ethyca is committed to promoting a culture of diversity, equity, and inclusion and is proud to be an Equal Employment Opportunity and Affirmative Action employer. We believe that all Ethycans share the responsibility of upholding our commitment to these values and encourage candidates from a wide range of backgrounds, perspectives, and lived experiences to join us in solving the world's hardest problems. Ethyca does not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. Please see the United States Department of Labor's EEO poster, EEO poster supplement and Pay Transparency Notice for additional information. Compensation Range: $125,000 - $250,000/y

Created: 2024-10-22