About the RoleWe're hiring our first Senior Enterprise AEs to help scale Artie's sales motion.
This is not a "run the playbook" role. You'll refine the playbook - defining what great full-cycle enterprise sales looks like for a deeply technical platform. You'll partner directly with founders, influence product strategy, and set the bar for future AEs.
What you'll do- Run full-cycle enterprise sales
- Own deals end-to-end: 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 and pain points (SQL Server, Postgres, MySQL, Kafka, Snowflake, VPCs, networking)
- Map these to Artie's capabilities with clarity and confidence
- Whiteboard solutions with staff engineers and data architects
- Lead rigorous evaluations
- Build structured POC plans
- Partner with engineering to define success criteria
- Drive toward clear, mutual action plans
- Source your own pipeline
- There is no SDR team - you source 80%+ of pipeline through outbound, events, founder referrals, and creative prospecting
- Use your curiosity and rigor to start real technical conversations
- Sell the vision and business value (not features)
- Translate deep technical concepts (e.g. log-based CDC, Kafka buffering) into ROI, TCO reduction, and platform reliability
- Inspire our buyers with how Artie can unlock new opportunities for their company
What we're looking for- Enterprise sales mastery:
- 5+ years of full cycle AE experience in enterprise or upper/mid-market
- Consistent track record of closing $100-300K+ ACV deals
- Comfortable navigating 6-12 month cycles and complex procurement
- Proven experience run full-cycle deals without SDR or SE support
- Deep technical fluency:
- Experience selling dev tools, data infra, or cloud platforms to technical buyers
- 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
- Fluent discussing database, streaming, and cloud architecture concepts with engineering teams
- Outbound-first mindset:
- Self-sourced a significant portion of pipeline in previous roles
- Consistent and persistent prospector who finds creative ways to engage prospects
- Extreme ownership:
- Never drop 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 CEO
- Works closely with teammates to win complex deals together
- Willing to work in-person, 5 days/week at our SF office (relocation covered)
What you'll get- A Seat at the Table: Join as a founding GTM member with real influence on company direction.
- End-to-End Ownership: Drive the full GTM lifecycle-strategy, execution, and iteration.
- Tight Product Loop: Collaborate closely with product and leadership to shape what we build and why.
Compensation & Benefits- $150-175K base salary ($300-350K OTE) depending on experience
- Equity
- Healthcare, 401(k), unlimited PTO
- Lunch & dinner provided
