Senior Account Executive

Summary

Join Ethena, a leading compliance platform, as a Senior Account Executive and contribute to our growth. This role involves closing new deals, prospecting, and becoming a product expert. You will manage complex sales, maintain Salesforce records, and upsell to existing clients. The position requires experience in SaaS sales, exceeding quotas, and presenting to C-suite executives. Ethena offers a fully remote work environment with flexible hours and a competitive compensation package.

Requirements

• SaaS full-cycle closing experience for complex, non-transactional, enterprise deals on small teams in high-growth companies
• Proven success in exceeding sales quota, hunting new business, and nurturing opportunities
• Confidence and experience in presenting to and building relationships with C-Suite and Executive level buyers
• Strong technical knowledge: experience with selling multiple products, platform integrations, APIs, and custom analytics and the ability to quickly learn a new tech ecosystem (in our case, HR and L&D)
• Ability to operate with little direction and a high degree of autonomy
• Excellent communication (written and verbal) and relationship management skills
• Experience with Salesforce and sales automation software (Salesforce, Sales Navigator, Outreach, Chorus.ai , et

Responsibilities

• Close new deals: Source and close new business to consistently meet or exceed quarterly sales quotas
• Prospect: Hit your goals for self-prospected opportunities through strategic outreach and representing Ethena at key industry events
• Be a product expert: Demonstrate expertise in Ethena products and our positioning in the industry. Understand how to solve your prospects' pain points with Ethena’s offerings. Easily navigate technical conversations about our platform and integrations
• Lead effective calls: Deliver an amazing first impression of Ethena. Listen deeply and ask the right questions to discover a prospect’s business challenges and goals. Clearly define a buying process and excite prospects about our impact on their business
• Independently manage complex, non-transactional deals: Sell to large groups of stakeholders across multiple personas, excel at multi-threading, design and drive unique sale processes tailored to customer needs, and creatively move deals forward
• Stay organized: Keep Salesforce up to date weekly so that the company can forecast accurately and learn from your deals
• Upsell: Partner with CSMs on identified upsell opportunities and sell new products to existing customers
• Travel: Be willing to travel a few times per year to attend key events, meet with prospects or customers, and represent Ethena in person as needed
• Care: You're a key member of the team. If you see something that can be improved (process, product, culture, whatever!), come with a solution or at least raise the problem

Preferred Qualifications

• Existing strong pipeline or network of prospective customers in Legal, Compliance, HR, L&D, or compliance-related industries
• Ability to work on a high-performing and collaborative team, meaning comfort with feedback, ownership, good meeting hygiene, speaking up if something is unclear, etc
• An entrepreneurial mindset - we’re an early-stage startup so we’re not just looking for someone to run a playbook. We want you to help build it
• A “roll up your sleeves” mentality and comfort with ambiguity
• Passion for what we’re building here at Ethena

Benefits

• 20 days of paid time off per year (prorated from your start date) in addition to all 11 federal holidays* and unlimited paid sick leave. (* US-specific benefits. For more details on our Canadian benefits, leave a note in your application. )
• The annual starting compensation for this position is between $200-240k OTE (on-target earnings) depending on experience
• Fully remote work
• Flexible hours based on your timezone