Technical Enterprise AE

About Artie Artie is a fully-managed change data capture (CDC) streaming platform that replicates production databases into data warehouses and lakes - in real time, with zero maintenance. We make high-volume data replication simple, reliable, and scalable for engineering teams. Our platform powers mission-critical use cases including fraud and risk monitoring, inventory visibility, customer-facing analytics, and AI/ML workloads. We’re trusted by teams like Substack, Alloy, and ClickUp, and backed by top-tier investors including Y Combinator, General Catalyst, Pathlight, and the founders of Dropbox and Mode. Artie is built for engineers who care about performance, reliability, and operational simplicity - and we’re growing fast. This role is your chance to shape our GTM from the ground up. About the Role We’re hiring Technical 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 $120-160K base salary ($240-320K OTE) depending on experience Equity Healthcare, 401(k), unlimited PTO Lunch & dinner provided Visa sponsorship available