Founding Enterprise Account Executive

About Espresso AI Espresso AI’s mission is to use machine learning to automate performance engineering. Today, we help our customers reduce Snowflake and Databricks SQL compute costs by up to 70%, unlocking massive efficiency gains without requiring any workflow changes. More and more businesses are adopting data warehouses to manage invaluable data analytics workloads. Unfortunately, the costs of these workloads often grow exponentially over time, with no easy way for users to reduce cost — until now. Our next-generation, AI-based approach saves our users huge amounts of money. We’re a well-funded, early-stage startup scaling quickly. Our most recent round was led by Nat Friedman and Daniel Gross. About the Role As an Enterprise Account Executive, you will own the full sales cycle for Espresso’s Snowflake and Databricks cost-optimization platform, selling into large, technically sophisticated enterprises. You will lead complex, competitive sales processes with senior data, finance, procurement and legal buyers, closing six-and seven-figure deals with clear technical and financial outcomes. You will work closely with the founding team to refine and scale our enterprise sales motion, while independently driving discovery, evaluation, procurement, and close. This is a hands-on role with full ownership of revenue outcomes in a high demand market. What You’ll Work On Own enterprise sales cycles end-to-end, from initial engagement through close, selling to technical and economic buyers Build and maintain pipeline through self-sourced outbound, account-based efforts, events, and referrals. Marketing and SDR pipeline is a bonus Partner with the Founder and Head of Sales to evolve the enterprise sales motion based on live deal execution Operate with a metrics-driven mindset,tracking pipeline coverage, stage conversion, forecast accuracy, and quota attainment What You Bring 3+ years of enterprise SaaS sales experience, closing $100K+ ACV deals with technical and economic buyers Consistent record of meeting or exceeding quota in competitive, technical sales cycles. Strong self-sourcing capability: ability to build and sustain pipeline through outbound, account-based work, events, and referral channels Ability to run discovery, demo, and close independently with deep product understanding Comfort operating as an early enterprise AE, owning pipeline creation, deal execution, and forecast accuracy end-to-end Resilience and discipline to operate in high-rejection, high-accountability environments Nice to Haves Experience selling data, cloud, or infrastructure software (e.g., Snowflake, Databricks, analytics, or cost optimization tools) Experience in early-stage or founder-led sales environments, where process is evolving and ownership is high Strong analytical ability: comfortable inspecting charts, usage data, and pipeline metrics to diagnose deal health and improve outcomes What We Offer Competitive salary and meaningful equity
based on final leveling $300,000 OTE with a 50/50 split Employee-friendly equity terms (early exercise) Health, dental, and vision insurance 401k with 4% match Daily catered meals Gym membership

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