What You'll Own- Run full-cycle, multi-stakeholder enterprise sales cycles with sophisticated data and AI leaders (CDO, SVP of Data, CIO) at large accounts, backed by a base of roughly 400 enterprise customers.
- Self-generate pipeline in your own Bay Area territory. You own account strategy and deal orchestration end to end with BDR, Sales Engineer and Partner support.
- Build direct relationships with partner field teams (Snowflake, Databricks, and other ISVs/SIs). Atlan is partner-led but almost always closes direct contracts, so these are relationships you build yourself, not leads you passively receive.
- Sell across three connected layers: the established metadata and governance foundation, AI-ready data and governed workflows, and the newer strategic motion (Context Layer, Context Lakehouse, context agents, and Agent Registry).
- Help build the motion itself. Messaging, target-account strategy, executive relationships, and qualification discipline are all still being established here; you'll help codify at least one repeatable play the wider team can inherit.
- Be a visible, embedded presence in the Bay Area technical and CIO/founder ecosystem: meetups and founder circles, not just meeting to meeting.
What Makes You a Match- You've carried a bag with a genuine AE track record. You're comfortable with technical nuance and can go deep with a CDO or CIO audience, whether that credibility comes from a Sales Engineer/technical background, a technical degree, or years of selling infrastructure-level products.
- You've successfully sold different technologies or into different buyer types across your career, whether that background is in enterprise application software, AI-native products, or infrastructure.
- You operate with high agency: you take action without being told, build your own messaging when there isn't a playbook yet, and aren't intimidated by gaps in your own knowledge.
- You're genuinely using and upskilling in AI day to day: real personal curiosity, not performed fluency.
- How you talk about past deals matters: we're listening for whether you solved a real business outcome for the customer, not whether you sold a point solution or feature.
Bonus- You've built something from scratch before, whether that's a new territory, a new segment, or a new motion at a prior company. It shows you don't need an existing playbook to succeed.
- Experience selling a genuinely technical, infrastructure-level product to sophisticated enterprise buyers.
- Comfort operating in a partner-led, multi-stakeholder deal environment (e.g., Snowflake or Databricks field co-selling).
Atlan is committed to transparent, fair and equitable compensation practices.
Local Pay Range: $330,000-$360,000 OTE USD
This role is also eligible for equity and Atlan's full benefits package. Actual compensation is based on factors including but not limited to job-related skills, depth of experience, and relevant certifications and specialized training.
