Enterprise Account Executive

Espresso AI•Brooklyn, NY

About The Position

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.

Requirements

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

Responsibilities

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