Job Description
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 looking for an Enterprise Account Executive to join our sales team!
Ethena is an AI platform for Compliance. This is an exciting opportunity to accelerate growth on a team that’s redefining how companies build ethical and inclusive workplaces.
We’re looking for a solutions-hungry Sales expert who leverages everything from deep curiosity to creative AI solutions to drive momentum and push deals over the finish line. This person will use rigorous discovery and analytical skills to uncover buyers’ critical pain points, guide them through how Ethena can solve their problems, and partner with them to drive stakeholder buy-in.
This role will report to our Head of Sales and will be responsible for closing new business.
Reports to
- Christina Rosivack, Director of Sales
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.
Lean on creative and a high initiative strategies, including leveraging AI to help you move faster, work smarter, tailor your calls for maximum impact, and help push deals over the finish line
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 surface the problem.
What makes a great candidate
SaaS full-cycle closing experience for complex, non-transactional, 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
Strong technical knowledge: experience with selling multiple products, platform integrations, APIs, and custom analytics, and the ability to quickly learn a new tech ecosystem (in our case, Compliance, HR, and L&D)
Ability to operate with little direction and a high degree of autonomy, creativity, and innovation, including leveraging AI to work smarter
Excellent communication (written and verbal) and relationship management skills
Experience with Salesforce and sales automation software (Salesforce, Sales Navigator, Outreach, Gong, etc.)
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, sharing strategies that work, etc
Demonstrated curiosity and commitment to improving your craft as a seller. You actively seek feedback, experiment with new approaches, and are always looking for ways to get better
Willingness to proactively experiment with and leverage AI and new tools to improve efficiency, prospecting, and deal execution. You’re excited to experiment and not afraid to rethink how sales work gets done
A self-starter who thrives in a hands-off management environment — someone who takes ownership of their work with a “roll up your sleeves mentality”, is comfortable with ambiguity, proactively identifies problems and solutions, and drives their work forward with minimal oversight.
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.
Passion for what we’re building here at Ethena and strong alignment with our core values
What’s going to be the hardest part
Prospecting, events, and inbound all play a role today, and that mix may change. You’ll need to succeed without a fixed formula.
The best reps here don’t wait for coaching. They actively seek feedback, experiment, and refine how they sell.
Deals are complex, involve multiple personas, and require strong discovery, multi-threading, and deal strategy.
$200,000 - $240,000 a year
Compensation
The annual starting compensation for this position is between $200,000 - $240,000 OTE with a base salary of $100,000 - $120,000 USD, depending on experience.
At Ethena, we’re committed to fair and equitable compensation. We carefully evaluate each candidate’s skills and qualifications to provide our best possible offer upfront. Our no-negotiation policy ensures that our first offer is always our best offer, promoting pay equity throughout our organization.
Physical Demands
This is sedentary work that primarily involves sitting/standing in a home office environment.
Location
Ethena is a remote-first organization and is currently hiring candidates based in the United States.
We are not currently offering employer visa sponsorship for this role.
AI Usage in Interviews:
We’re big fans of AI and use it heavily in our day-to-day work. That said, to ensure fairness and accurate skill assessment, we do not allow the use of AI tools (including note takers, transcription tools, or recordings) during interviews. If you have questions or need accommodations, we’re happy to chat — just let us know.
Benefits
The benefits offered for this position can be found here. We provide unlimited PTO.
How to Apply
Applications for this position will be accepted via our job board. Excited about the opportunity, but worried you don’t meet all the requirements? Apply anyway, and give us both the chance to find out. We welcome you to read more about our approach to job descriptions by our Chief People Officer, Melanie Naranjo. Curious to know what it’s like to interview with us? Read more here.
Ethena is proud to be an Equal Opportunity Employer and is committed to a diverse and inclusive workplace. We believe that a successful organization is one that celebrates its employees for who they are, who they love, and the unique lens through which they experience the world. Ethena does not discriminate based on race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, Veteran status, or other legally protected status. We understand that our differences make us better. They empower us to learn from each other, lean on each other, and create a product and community that models the behavior we hope to see in others.
Disclaimer: The salary, other compensation, and benefits information are accurate as of the date of this posting. The Company reserves the right to modify this information at any time, subject to applicable law.
We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.
