Enterprise Account Executive

Salary: $270K - $330K Location Type: Remote Employment Type: FullTime

Position Overview

Tonic.ai is expanding its Enterprise sales team to drive the next level of growth. The increasing need for Tonic.ai's SaaS products is fueled by a changing regulatory environment and recent advancements in AI. Backed by top-tier investors and trusted by the world's most respected enterprises and agencies, Tonic.ai enables organizations to safely accelerate software development and AI innovation without compromising data privacy.

As a member of the Enterprise Sales team, you will own the full sales cycle for large and strategic accounts, working closely with technical decision-makers in AI, engineering, and security. You will be a key part of a small and growing sales team, collaborating directly with founding executives to solidify the go-to-market strategy. You'll partner with SDRs, Solutions Engineers, and other cross-functional teammates to drive complex, high-value sales cycles, supported by strong inbound momentum and a growing partner ecosystem.

This is a rare opportunity to join a fast-growing startup with significant revenue traction and a massive addressable market. You will inherit a high-opportunity territory and have the chance to shape Tonic’s Enterprise footprint on the West Coast and in APAC.

Responsibilities

• Own the end-to-end sales process for Enterprise prospects and customers.
• Land new logos and drive expansion across departments and use cases.
• Engage executive stakeholders and multithread across large organizations to move complex deals forward.
• Deliver compelling demos and presentations that clearly convey value.
• Lead pricing and contract negotiations.
• Collaborate with internal teams to design tailored solutions and ensure successful customer handoffs for long-term success.
• Share insights from the field to inform our Go-To-Market (GTM) strategy and product roadmap.

Requirements

• 7+ years of success in B2B Enterprise sales with a proven track record of exceeding quota.
• Experience selling technical products in DevTools, DevOps, Security, MLOps, or adjacent markets.
• Strong understanding of complex sales cycles with deal sizes typically ranging from mid-six figures to $1M+.
• Confidence and presence when selling to technical stakeholders (VP/C-level in AI, Engineering, Security).
• Familiarity with enterprise data stacks and privacy-related challenges.
• A true closer mindset: persistent, strategic, consultative, and always asking for the next step.
• Self-starter with a builder mentality and willingness to operate independently within a lean team.
• Team-first approach with excellent communication, follow-up, and cross-functional collaboration skills.

About Tonic.ai

Tonic.ai empowers teams while protecting customer privacy by enabling companies to create safe, synthetic versions of their data for use in software and AI model development, testing, and QA. Founded in 2018, with offices in San Francisco, Atlanta, and New York, the company is pioneering enterprise tools for data protection.

Thousands of developers use data generated with Tonic on a daily basis to build products and generative models faster in industries as wide ranging as healthcare, financial services, logistics, edtech, and e-commerce. Working with customers like eBay, JPMorganChase, Cigna, and AmEx, Tonic.ai innovates to advance their goal of advocating for the privacy of individuals while enabling companies to do their best work.

For more information, visit https://www.tonic.ai or follow @tonicfakedata on X.