Senior Enterprise Account Executive: -Figure Deals

Requirements

• Track record of owning and delivering $1M+ annual quotas for 3+ consecutive years
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• Experience closing $100k+ enterprise deals in complex technical or data-oriented products
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• Early startup AE experience (#1–3 AE strongly preferred) with limited enablement infrastructure
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• Demonstrated ability to run strategic, consultative sales cycles with executive stakeholders
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• Deep understanding of CRM, pipeline management, forecasting, and stage discipline
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• Strong written communication, structured thinking, and narrative clarity
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• Ability to operate with speed and agency in ambiguous situations

• 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
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• 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
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• This role mirrors the expectations placed on top-performing enterprise sellers at the world’s leading technology companies:
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• Extreme rigor in pipeline creation and qualification
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• Narrative control and strategic guidance for senior stakeholders
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• Disciplined forecasting and operational hygiene
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• High-agency ownership of outcomes
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• You will be expected to operate with speed, clarity, and a deep sense of responsibility for revenue, process, and customer trust
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• You'll own full-cycle enterprise sales with quota responsibility for closing 6-figure and 7-figure opportunities
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• Run a world-class enterprise evaluation flow: multi-threading, stakeholder mapping, precise narrative control, and clear economic justification
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• Conduct deep discovery to define business value, success criteria, and required technical outcomes
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• Drive structured evaluations including POCs, workshops, and stakeholder readouts in partnership with engineering
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• Build and maintain a champion ecosystem inside every prospect
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• Maintain world-class forecasting accuracy, hygiene, and stage discipline in CRM
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• Develop robust outbound sequences and territory plans aligned to ICP and vertical strategy
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• Build a predictable, self-sourced pipeline engine generating 30–50% of new opportunity volume
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• Drive pipeline coverage to 3x–4x quota through proactive outbound, warm networks, industry events, and ecosystem plays
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• Partner with Marketing and SDR teams on targeted programs, account intelligence, and event-led ABM motion
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• Shape and control the narrative during evaluations, converting ambiguous customer needs into structured business cases
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• Guide senior executives (CIO, CPO, CISO, VP Engineering, GC) through complex privacy, data, and AI governance decisions
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• Work with Deployment & Engineering to design mutual success plans for high-value opportunities
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• Create airtight MEDDPICC qualification and document critical deal risks, timelines, and decision criteria
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• Provide structured product feedback to Engineering, Product, and Leadership based on patterns surfaced in the field
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• Partner with Forward Deployed Engineers to deliver compelling technical evaluations
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• Maintain clean sales → post-sales handovers with precise documentation and clear success metrics