Senior Enterprise AE

Responsibilities

• Run full-cycle enterprise sales: 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 (SQL Server, Postgres, MySQL, Kafka, Snowflake, VPCs, networking) and map to Artie’s capabilities
• Whiteboard solutions with staff engineers and data architects
• Lead rigorous evaluations: build structured POC plans, partner with engineering to define success criteria, drive mutual action plans
• Source 80%+ of pipeline through outbound, events, founder referrals, and creative prospecting
• Sell the vision and business value: translate technical concepts (log-based CDC, Kafka buffering) into ROI, TCO reduction, and platform reliability

Requirements

• Enterprise sales mastery: 5+ years of full cycle AE experience in enterprise or upper/mid-market; track record closing $100-300K+ ACV deals; navigate 6-12 month cycles and complex procurement; run full-cycle deals without SDR or SE support
• Deep technical fluency: experience selling dev tools, data infra, or cloud platforms; explain log-based CDC, Kafka, schema evolution, cloud networking (VPCs, peering, security reviews); whiteboard with staff-level engineers; fluent in database, streaming, and cloud architecture
• Outbound-first mindset: self-sourced significant pipeline; consistent and persistent prospector
• Extreme ownership: drives alignment, structured follow-ups, mutual action plans
• Consultative and curious: asks layered questions, uncovers deep pain
• Collaborative and self-aware: knows when to pull in help, works closely with teammates
• Willing to work in-person, 5 days/week at 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