Qualify and advance existing inbound pipeline; build net-new pipeline through outbound, network, and events
Drive complex, multi-threaded sales cycles across Engineering, Data, Security, Procurement, and Executive stakeholders
Close $150K–$500K+ ACV enterprise deals with consultative, multi-month sales cycles
Lead discovery and commercial strategy; coordinate with FDE and founders on demos, POCs, and technical validation
Translate platform capabilities into business and architectural value—frame the problem before pitching the solution
Shape deal artifacts: pricing proposals, POC success criteria, ROI narratives, and procurement materials
Define ICP, target account strategy, and outbound sequences based on early deal learnings
Stand up CRM workflows, pipeline hygiene, and forecasting; document repeatable playbooks and competitive positioning
Establish early customer references and momentum for future GTM scale

6+ years of enterprise B2B software sales with a proven track record closing net-new logos
Experience selling technical, platform-level products (data infrastructure, AI/ML, developer tools, or adjacent)
Demonstrated ability to generate pipeline independently—not just work inbound leads passed from SDRs
Comfort navigating ambiguous value propositions and long educational sales cycles in new or emerging categories
Strong executive presence with the ability to lead multi-stakeholder sales conversations across technical and business audiences
Experience with enterprise procurement, security reviews, and legal processes
Bias toward ownership, resourcefulness, and action—thrives with minimal structure.

Account Executive, Enterprise – Founding

Key skills