About IndyKite
IndyKite is a pioneer in data trust and AI enablement, building the trust and decision layer for enterprise agentic AI. Powered by a live context graph, the IndyKite platform brings deep contextual intelligence, identity‑centric security, and fine‑grained authorization to enterprise data — enabling organizations to deploy AI at scale with precision, confidence, and full regulatory compliance. Our products are at the cutting edge of securing agentic AI workloads and delivering real‑time, authorized, context‑aware data to enterprise applications. Backed by tier‑one VCs and led by the former co‑founder and CEO of ForgeRock, IndyKite is building a new category at the intersection of data governance and AI.
The Opportunity
As an Enterprise Sales Executive at IndyKite, you will be at the forefront of a fast‑growing, category‑defining company. You will own the full sales cycle — from pipeline development through close — targeting enterprise organizations that are grappling with securing their AI systems, governing sensitive data, and enabling agentic AI at scale. This is a strategic, consultative sales role. You will engage senior buyers across IT Security, Data Engineering, and AI/ML teams, helping them understand why data trust is the foundational layer every enterprise AI deployment needs.
Key Responsibilities
Pipeline and Revenue Generation
- Own and exceed quarterly and annual ARR targets for a defined territory or vertical
- Prospect, qualify, and develop new enterprise opportunities through outbound, partner, and inbound channels
- Build and maintain a healthy pipeline covering 4x your quota
Solution Selling
- Lead discovery and value‑engineering conversations with enterprise buyers across data, security, and AI/ML functions
- Articulate IndyKite's differentiated value proposition across product lines
- Collaborate with Solutions Engineering to deliver compelling proof‑of‑concepts and technical demonstrations
- Translate complex technical capabilities — graph‑based identity, fine‑grained authorization, RAG security — into clear business outcomes
Stakeholder Management
- Navigate complex, multi‑stakeholder enterprise sales cycles involving CISO, CDO, CTO, and procurement
- Build lasting executive relationships that support expansion and long‑term account growth
- Manage commercial negotiations, contracting, and deal structuring
Market & Ecosystem Development
- Represent IndyKite at industry events, conferences, and with strategic partners (cloud providers, SIs, ISVs)
- Provide market feedback to Product and Marketing to sharpen positioning and roadmap priorities
- Contribute to playbooks, case studies, and best practices for the broader sales team
Essential Experience
What We’re Looking For
- 5+ years in enterprise SaaS sales, with a track record of meeting or exceeding quota (ACV $150k+)
- Demonstrable experience selling into one or more of: data governance / data products, cybersecurity, or AI/ML platforms
- Proven ability to run complex, multi‑threaded enterprise sales cycles (6–18 months)
- Strong command of value‑based and consultative selling methodologies (MEDDIC, Challenger, or equivalent)
Domain Knowledge
- Understanding of agentic AI architectures — how AI agents are built, deployed, and secured in enterprise environments
- Awareness of data product principles: data governance, data lineage, trust scoring, and compliant data delivery
- Comfort discussing RAG pipelines, LLM security, and emerging AI risk frameworks is a strong advantage
Skills & Attributes
- Exceptional ability to simplify complex technical concepts for executive and non‑technical audiences
- Self‑starter with strong business acumen and the discipline to manage a large opportunity set
- Collaborative mindset — comfortable working cross‑functionally with Product, Marketing, and Customer Success
- Forecast activities on a weekly, monthly, and quarterly progress following agreed leading indicators with management
- Excellent written and verbal communication; polished executive presence
- Experience at an early‑stage or growth‑stage startup is a significant plus
What We Offer
- Competitive base salary with uncapped commission and accelerators
- Equity participation in a high‑growth, venture‑backed company
- Global culture with a collaborative and mission‑driven team
- The opportunity to define and build a new market category from the ground up
At IndyKite, we believe that your uniqueness is your power. We are dedicated to creating a workplace where everyone feels valued and empowered to be themselves. As an equal opportunity employer, we embrace diversity in all forms, including race, gender, sexual orientation, identity, religion, age, nationality, disability, veteran status, and background. If you're interested in this position and think we could be a good fit, we’d love to hear from you.
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