Senior 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 building our Sales team at Ethena — an AI platform that’s revolutionizing the Compliance space. We’re looking for a tenacious Senior Account Executive who knows how to navigate Fortune 500 complexities and has a track record of consistently closing 6-figure deals. Most importantly, we’re looking for a career seller: someone who thrives as an individual contributor and wants to keep winning as an individual contributor rather than moving into management. While we offer plenty of enablement training, this isn’t the place for someone who needs a rigid playbook to succeed. We need an expert who can make things up on the fly, applying smart sales strategies to their own pipeline while bringing fresh, creative ideas to the table that the rest of the team can learn from. Why sell at Ethena? A product people need to buy: On our team, you’ll be selling a product that’s a requirement, not a discretionary nice-to-have. This gives you massive opportunity in your territory to displace clunky legacy providers with our innovative solution. Exceptional pipeline and earning potential: We’re hiring because our pipeline is growing, and we can’t keep up. You’ll immediately have a healthy set of strong opportunities to work. Proven success: Ethena is disrupting the compliance space with a paradigm-shifting, AI-native platform. We work with companies like Capital One, Pinterest, and Figma, when compared to competitors, our customers say things like “no other vendor has shown up like Ethena”. Collaborative, development-focused culture: We are a small, collaborative team that invests heavily in coaching and skill development. You’ll have extensive, executive-level support on your deals and regular coaching and enablement to continue your growth as a seller. 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.  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.  What makes a great candidate SaaS full-cycle closing experience for complex 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 Ability to operate with little direction and a high degree of autonomy Excellent communication (written and verbal) and relationship management skills 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, 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

Reports to Christina Rosivack, Director of Sales