About EthycaEthyca is redefining trust in the age of AI. We build automated data privacy infrastructure that embeds governance directly into data, ensuring policy, consent, and control live wherever data moves. Our clients include The New York Times, Condé Nast, Ramp, Casper, Away and more. and the world's most advanced organizations scaling AI responsibly. We're on a mission to make trust, respect, and privacy a default feature of every tech stack.The RoleAs a Senior Sales Executive, you will be responsible for scaling Ethyca's revenue engine beyond founder-led sales and building a repeatable enterprise sales motion. You will own the full lifecycle of complex deals - from outbound pipeline generation to multi-threaded strategic evaluations, technical orchestration with engineering, and tight handover into post-sales. This role mirrors the expectations placed on top-performing enterprise sellers at the world's leading technology companies:Extreme rigor in pipeline creation and qualificationNarrative control and strategic guidance for senior stakeholdersDisciplined forecasting and operational hygieneHigh-agency ownership of outcomesYou will be expected to operate with speed, clarity, and a deep sense of responsibility for revenue, process, and customer trust.ResponsibilitiesEnterprise Sales ExecutionOwn full-cycle enterprise sales with quota responsibility for closing 6-figure and 7-figure opportunitiesRun a world-class enterprise evaluation flow: multi-threading, stakeholder mapping, precise narrative control, and clear economic justification.Conduct deep discovery to define business value, success criteria, and required technical outcomesDrive structured evaluations including POCs, workshops, and stakeholder readouts in partnership with engineeringBuild and maintain a champion ecosystem inside every prospectMaintain world-class forecasting accuracy, hygiene, and stage discipline in CRMPipeline Generation & ExpansionDevelop robust outbound sequences and territory plans aligned to ICP and vertical strategyBuild a predictable, self-sourced pipeline engine generating 30–50% of new opportunity volumeDrive pipeline coverage to 3x–4x quota through proactive outbound, warm networks, industry events, and ecosystem playsPartner with Marketing and SDR teams on targeted programs, account intelligence, and event-led ABM motionStrategic Account LeadershipShape and control the narrative during evaluations, converting ambiguous customer needs into structured business casesGuide senior executives (CIO, CPO, CISO, VP Engineering, GC) through complex privacy, data, and AI governance decisionsWork with Deployment & Engineering to design mutual success plans for high-value opportunitiesCreate airtight MEDDPICC qualification and document critical deal risks, timelines, and decision criteriaCross-Functional PartnershipProvide structured product feedback to Engineering, Product, and Leadership based on patterns surfaced in the fieldPartner with Forward Deployed Engineers to deliver compelling technical evaluationsMaintain clean sales post-sales handovers with precise documentation and clear success metricsCore RequirementsTrack record of owning and delivering $1M+ annual quotas for 3+ consecutive yearsExperience closing $100k+ enterprise deals in complex technical or data-oriented productsEarly startup AE experience (#1–3 AE strongly preferred) with limited enablement infrastructureDemonstrated ability to run strategic, consultative sales cycles with executive stakeholdersDeep understanding of CRM, pipeline management, forecasting, and stage disciplineStrong written communication, structured thinking, and narrative clarityAbility to operate with speed and agency in ambiguous situationsWhat We OfferCompetitive salary, benefits, and equityHigh-growth environment with real ownership and career accelerationCompensation Range: $250,000-300,000 p/y