Enterprise Account Executive

Who we are Hi there 👋 We’re Ethena, compliance training that customizes itself to you. Ethena combines top-rated training content with intelligent AI that builds and adapts training to reflect your company’s unique brand, roles, policies, and risks, so it feels like your team, whether that’s hard hats or virtual meetings. From auto-assigning courses based on HRIS data to transforming your policies into interactive training in minutes, Ethena helps People, Legal, and Compliance teams launch in days (not months) and cut learner seat time by up to 60% with adaptive learning paths. Ethena supports 1M+ learners across 2,000+ organizations, with a 93% learner approval rating and 96% customer renewal rate. Over the past several years, we’ve delivered consistent, durable growth, including 120%+ net dollar retention, 95%+ gross dollar retention, and strong enterprise expansion across industries. Ethena has become a go-to compliance partner for modern, global organizations.   Beyond training, Ethena unifies core compliance tools, Hotline & Case Management, Policy Bot, and Phishing Simulator, into a single platform, with built-in audit trails and compliance controls teams can trust.   Trusted by teams at companies like Genesco, Asana, Pinterest, and Synaptics, it’s a great time to join us.   How we work We’re a team that values diversity in all its forms and loves adding new perspectives. We ask thoughtful questions, challenge assumptions, and build with empathy, for customers and for each other. We care about craft, we love feedback, and we take ownership. We also embrace humor (yes, the puns are real), because doing serious work doesn’t have to feel so serious.   Our workforce is fully remote, and your personal working hours can be based on your own timezone. All team-wide meetings are scheduled to be inclusive of all North American time zones.

Who we're looking for We’re looking for an Enterprise Account Executive to join our sales team!  Ethena is an AI platform for Compliance. This is an exciting opportunity to accelerate growth on a team that’s redefining how companies build ethical and inclusive workplaces.  We’re looking for a solutions-hungry Sales expert who leverages everything from deep curiosity to creative AI solutions to drive momentum and push deals over the finish line. This person will use rigorous discovery and analytical skills to uncover buyers’ critical pain points, guide them through how Ethena can solve their problems, and partner with them to drive stakeholder buy-in. This role will report to our Head of Sales and will be responsible for closing new business.

Reports to Christina Rosivack, Director of Sales What you’ll do 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.  Lean on creative and a high initiative strategies, including leveraging AI to help you move faster, work smarter, tailor your calls for maximum impact, and help push deals over the finish line 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 surface the problem. What makes a great candidate 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, Compliance, HR, and L&D) Ability to operate with little direction and a high degree of autonomy, creativity, and innovation, including leveraging AI to work smarter Excellent communication (written and verbal) and relationship management skills Experience with Salesforce and sales automation software (Salesforce, Sales Navigator, Outreach, Gong, etc.) Bonus: 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, sharing strategies that work, etc  Demonstrated curiosity and commitment to improving your craft as a seller. You actively seek feedback, experiment with new approaches, and are always looking for ways to get better Willingness to proactively experiment with and leverage AI and new tools to improve efficiency, prospecting, and deal execution. You’re excited to experiment and not afraid to rethink how sales work gets done A self-starter who thrives in a hands-off management environment — someone who takes ownership of their work with a “roll up your sleeves mentality”, is comfortable with ambiguity, proactively identifies problems and solutions, and drives their work forward with minimal oversight. 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. Passion for what we’re building here at Ethena and strong alignment with our core values What’s going to be the hardest part Prospecting, events, and inbound all play a role today, and that mix may change. You’ll need to succeed without a fixed formula. The best reps here don’t wait for coaching. They actively seek feedback, experiment, and refine how they sell. Deals are complex, involve multiple personas, and require strong discovery, multi-threading, and deal strategy.