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.

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.

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 world’s 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.

• 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.

• 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 consistently ranked top 1-2 on their team.
• History of accurate forecasting and business reporting.
• Significant experience selling disruptive technology into focused markets.

• 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 Ethyca’s 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…