Enterprise AE

Location: San Francisco, CA (In-Office, 5 Days/Week)

The Company

Artie is a fully-managed real-time data streaming platform that replicates production databases into data warehouses and lakes in real time, with zero maintenance. Artie makes high-volume data replication simple, reliable, and scalable for engineering teams, powering mission-critical use cases including fraud and risk monitoring, inventory visibility, customer-facing analytics, and AI/ML workloads. Trusted by teams like Substack, Alloy, and ClickUp, Artie raised a Series A from top-tier investors including Standard Capital, Y Combinator, General Catalyst, Pathlight, and the founders of Dropbox and Mode.

Why This Role is Exciting

• Founding GTM impact: Join as one of the early Enterprise AEs and help define what great full-cycle enterprise sales looks like for a deeply technical platform — not run an existing playbook, but refine it.
• Highly technical sales: Work directly with staff engineers, data architects, and technical decision-makers to whiteboard solutions to complex infrastructure problems — not just run product demos.
• Partner with founders: Collaborate directly with founders, influence product strategy, and set the bar for future AEs.
• Own the entire sales process: Run deals end-to-end — sourcing, qualification, discovery, demos, POCs, procurement, and closing — with no SDR or Sales Engineer support.

Responsibilities

As a Senior Enterprise Account Executive, you will own the full enterprise sales cycle while helping build Artie's go-to-market engine from the ground up.

• Full-Cycle Enterprise Sales: Own deals end-to-end, navigating 6–12 month cycles with engineering, data, security, finance, and legal stakeholders. Multi-thread deeply and build strong, technical champions.
• Technical Discovery & Solutioning: Understand customer architectures and pain points (SQL Server, Postgres, MySQL, Kafka, Snowflake, VPCs, networking) and map them to Artie's capabilities with clarity and confidence. Whiteboard solutions with staff engineers and data architects.
• Proof of Concept Leadership: Build structured POC plans, partner with engineering to define success criteria, and drive toward clear, mutual action plans.
• Pipeline Generation: There is no SDR team — you'll source 80%+ of your own pipeline through outbound, events, founder referrals, and creative prospecting, using curiosity and rigor to start real technical conversations.
• Sell the Vision, Not Just Features: Translate deep technical concepts (e.g., log-based CDC, Kafka buffering) into ROI, TCO reduction, and platform reliability, inspiring buyers on how Artie unlocks new opportunities for their business.

Is This You?

• 5+ years of full-cycle AE experience in enterprise or upper/mid-market SaaS, with a consistent track record of closing $100K–$300K+ ACV deals
• Proven experience running full-cycle deals without SDR or Sales Engineer support
• Comfortable navigating 6–12 month cycles and complex procurement
• Deep technical fluency: 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
• Proven ability to self-source a significant portion of pipeline through outbound prospecting
• Extreme ownership: never drops the ball internally or externally; drives alignment, writes structured follow-ups, and runs mutual action plans
• Consultative and curious: asks layered questions, uncovers deep pain, and guides prospects to clarity and value
• Collaborative and self-aware: knows when to pull in help, from CTO deep dives to executive alignment with the CEO

Ideal Candidate

• Experience selling dev tools, data infrastructure, or cloud platforms to technical buyers
• Comfortable whiteboarding technical solutions alongside engineers and architects
• Experience working closely with founders or early-stage leadership teams
• Previous startup experience helping build repeatable GTM processes

Benefits

• Competitive base salary ($120,000–$160,000) plus uncapped commission ($240,000–$320,000 OTE), with accelerators at 150% and 200% attainment
• Meaningful early-stage equity (~0.1%)
• Healthcare and 401(k)
• Unlimited PTO
• Daily lunch and dinner provided
• Visa sponsorship available
• Relocation assistance for candidates moving to San Francisco