Enterprise Account Executive - West

Who We Are Atlan is building the context layer for enterprise AI. Enterprises are pouring money into AI and most of it dies in production because the AI does not understand the business context around the data. That is the problem Atlan solves. Gartner has named context the defining issue in enterprise AI, and calls context graphs the essential infrastructure for AI agents, naming Atlan one of three vendors already building it. We are also the only vendor named a Leader across all four major Gartner and Forrester evaluations for data catalogs, data governance and metadata management, the foundation the context layer runs on. Come build the infrastructure that AI runs on. What You'll Own Run full-cycle, multi-stakeholder enterprise sales cycles with sophisticated data and AI leaders (CDO, SVP of Data, CIO) at large accounts, backed by a base of roughly 400 enterprise customers. Self-generate pipeline across the West Coast (US). You own account strategy and deal orchestration end to end with BDR, Sales Engineer and Partner support. Build direct relationships with partner field teams (Snowflake, Databricks, and other ISVs/SIs). Atlan is partner-led but almost always closes direct contracts, so these are relationships you build yourself, not leads you passively receive. Sell across three connected layers: the established metadata and governance foundation, AI-ready data and governed workflows, and the newer strategic motion (Context Layer, Context Lakehouse, context agents, and Agent Registry). Help build the motion itself. Messaging, target-account strategy, executive relationships, and qualification discipline are all still being established here; you'll help codify at least one repeatable play the wider team can inherit. Get embedded in the technical and CIO ecosystem: show up at meetups, founder circles and roundtables, not only in scheduled meetings. What Makes You a Match You've carried a bag with a genuine AE track record. You're comfortable with technical nuance and can go deep with a CDO or CIO audience, whether that credibility comes from a Sales Engineer/technical background, a technical degree, or years of selling infrastructure-level products. You've successfully sold different technologies or into different buyer types across your career, whether that background is in enterprise application software, AI-native products, or infrastructure. You operate with high agency: you take action without being told, build your own messaging when there isn't a playbook yet, and aren't intimidated by gaps in your own knowledge. You're genuinely using and upskilling in AI day to day: real personal curiosity, not performed fluency. How you talk about past deals matters: we're listening for whether you solved a real business outcome for the customer, not whether you sold a point solution or feature. Ideally based in California, though we'll consider strong candidates elsewhere on the West Coast. Bonus You've built something from scratch before, whether that's a new territory, a new segment, or a new motion at a prior company. It shows you don't need an existing playbook to succeed. Experience selling a genuinely technical, infrastructure-level product to sophisticated enterprise buyers. Comfort operating in a partner-led, multi-stakeholder deal environment (e.g., Snowflake or Databricks field co-selling). Atlan is committed to transparent, fair and equitable compensation practices. Local Pay Range : $330,000-$360,000 OTE USD This role is also eligible for equity and Atlan's full benefits package. Actual compensation is based on factors including but not limited to job-related skills, depth of experience, and relevant certifications and specialized training. Why Atlan? Joining Atlan means being part of a global movement to help data teams do their life’s best work. Here’s what you can expect: Competitive Compensation: We benchmark at the top of the market and keep compensation simple: strong base salary, performance‑based variable pay,