Enterprise Account Executive

San Francisco, California, United States

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$270,000 – $330,000Compensation

Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

SaaS, Artificial Intelligence, Data Privacy, Software DevelopmentIndustries

Requirements

The ideal candidate will possess over 7 years of success in B2B Enterprise sales, with a proven track record of exceeding quota, and experience selling technical products in DevTools, DevOps, Security, MLOps, or adjacent markets. A strong understanding of complex sales cycles with deal sizes ranging from mid-six figures to $1M+ is essential, as is confidence and presence when selling to technical stakeholders at the VP/C-level in AI, Engineering, and Security. Familiarity with enterprise data stacks and privacy-related challenges, along with a closer mindset characterized by persistence, strategy, and consultation, is required. A self-starter attitude with a builder mentality and a willingness to operate independently within a lean team, coupled with a team-first approach and excellent communication, follow-up, and cross-functional collaboration skills, are also necessary.

Responsibilities

The Enterprise Account Executive will own the end-to-end sales process for Enterprise prospects and customers, focusing on landing new logos and driving expansion across departments and use cases. Responsibilities include engaging executive stakeholders and multithreading across large organizations to advance complex deals, delivering compelling demos and presentations that clearly convey value, and leading pricing and contract negotiations. The role also involves collaborating with internal teams to design tailored solutions and hand off customers for long-term success, as well as sharing insights from the field to inform the go-to-market strategy and product roadmap.

Skills

B2B Enterprise Sales

Sales Cycle Management

Executive Engagement

Negotiation

SaaS Sales

Data Privacy

Software Development

Tonic

Data management solutions for developers and teams

About Tonic

Tonic.ai provides data management solutions aimed at software developers, data scientists, and quality assurance teams. Their platform enables users to de-identify, subset, and synthesize data, which helps protect sensitive information while still making it useful for testing and development. Tonic.ai operates on a subscription-based model, offering various service tiers to accommodate different organizational needs. This approach allows clients, ranging from small startups to large enterprises, to automate data pipelines and generate realistic demo data, ultimately saving time and reducing bugs in software development. Tonic.ai stands out from competitors by seamlessly integrating with both SQL and NoSQL databases, making it a versatile choice for data-driven organizations. The company's goal is to enhance data privacy and streamline data management processes to accelerate software development cycles.

San Francisco, CaliforniaHeadquarters

2018Year Founded

$45.6MTotal Funding

SERIES_BCompany Stage

Data & Analytics, Enterprise SoftwareIndustries

51-200Employees

Enterprise Account Executive

Requirements

Responsibilities

Skills

Tonic

About Tonic

Benefits

Competitive salary and equity

Unlimited paid time off

401k plan with employer contribution

Medical, dental, and vision insurance

One Medical membership

Generous parental leave policy

Remote-friendly work environment

Risks

Competition from CustomGPT.ai threatens Tonic's position in AI-driven data solutions.

Shift towards RAG may require Tonic to adapt its offerings to stay competitive.

Pay-as-you-go model could pressure Tonic's subscription-based business model.

Differentiation

Tonic specializes in synthetic data for privacy-preserving software development and testing.

The company offers tools for database subsetting, de-identification, and data synthesis.

Tonic's platform integrates with SQL and NoSQL databases, enhancing its versatility.

Upsides

Growing interest in synthetic data boosts Tonic's AI development opportunities.

Rising adoption of RAG systems aligns with Tonic's data synthesis capabilities.

Cloud-based solutions drive demand for Tonic's scalable, flexible platforms.

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