Senior Enterprise Account Executive at Freshpaint

ABOUT FRESHPAINT: Customer data is the fuel that drives all modern businesses. From product analytics, to marketing, to support, to advertising, advanced data analysis in the warehouse, and even sales – customer data is the raw material for each function at a modern business. For highly regulated businesses in healthcare, it’s always been a challenge to harness that customer data and get it to the marketing and analytics tools that require it while following patient privacy laws….until now. Something as simple as running ads to get more users is simple for an e-commerce of software company to do. But common web analytics and advertising tools collect sensitive user identifiers and healthcare information automatically. Those same tools are not HIPAA compliant. We provide a layer of data governance to make current web analytics tools HIPAA-compliant. For analytics, our customers can continue getting the insights they need to improve the patient experience. For marketing, Freshpaint safeguards health information while helping our customers promote access to care through popular advertising platforms like Facebook, Google, and others. In short, we help healthcare marketers promote access to care and safeguard patient privacy at the same time. This is an important, complex problem in a massive market (healthcare is 20% of the US GDP). Our customers manage their customer data with: 1. Privacy Platform. We help healthcare providers automate their website’s + app’s HIPAA compliance, and safeguard patient data. This is our core product today 2. Future additional product lines! Our core product provides a platform that we're building marketing applications on top of. We’re fully remote. If you strongly value in-person work, Freshpaint is likely not the best fit for you. Even though we don’t care where you’re located, we only hire within the US. Many of our team is concentrated in various metro areas like SF or NYC. To balance out our remote-ness, we gather the team 2x times per year for offsites. We’re backed by leading investors including Y-Combinator, Intel Capital, and angel investors like the Head of Data from Slack, Head of Data at LinkedIn, and more. WHO WE ARE: Freshpaint was founded by web analytics veterans who realized how hard it was for highly regulated companies to collect and use customer data in a compliant way. We started as part of Y Combinator’s S19 cohort and have been focused on enabling healthcare companies collect, safeguard, and activate patient data since. In 2022 the government issued updated guidance around HIPAA, basically making our software a requirement to use for healthcare companies. As a result, we're one of the fastest growing software companies on earth right now. Our team has deep analytics and growth experience, with all of us coming from high-growth companies like Heap, Pendo, Iterable, Quantum Metric, and Retool. If you value lots of freedom and ownership in your work, interfacing with customers, and working on a product with high customer impact, then Freshpaint is your home. ABOUT THE ROLE: Freshpaint helps healthcare organizations modernize their data infrastructure so they can run world-class analytics and marketing while staying fully privacy compliant. As an Enterprise AE, you’ll be responsible for driving new revenue, generating demand, navigating complex enterprise sales cycles, and representing Freshpaint’s value to senior executives across Marketing, Product, Compliance, and Legal. This is a true builder role. You will be foundational to scaling Freshpaint’s go-to-market motion. IN THIS ROLE YOU WILL: OWN YOUR REVENUE NUMBER - Own leading and lagging indicators tied to pipeline generation, deal progression, and closed revenue - Build and maintain a healthy pipeline through a mix of outbound, partner-sourced, and event-driven opportunities - Run a tight sales process from first touch through close, with crisp forecasting and CRM hygiene - Manage deal cycles of 60–120 days across multiple stakeholders, buying committees, and compliance/legal reviews - Expand revenue via multi-threading, influencing executives, and reframing customer business cases DRIVE PIPELINE THROUGH OUTBOUND, EVENTS, AND PARTNERSHIPS - Generate pipeline through high-quality outbound working alongside your SDR: sequences, social selling, signal-based outreach, and personalization - Attend industry events, roundtables, and conferences, and turn those rooms into real opportunities - Build strong relationships with digital agencies, who influence key buying decisions - Develop partner go-to-market plays that help accelerate pipeline creation and deal momentum - Build repeatable outbound motions that other AEs and SDRs can learn from RUN AN ELITE ENTERPRISE SALES PROCESS - Lead deep, consultative discovery that uncovers business problems, required capabilities, and success metrics - Build account plans with whitespace mapping, multi-threading paths, and clear executive alignment strategies - Drive deals forward with crisp next steps, mutual action plans, and alignment on decision criteria - Work cross-functionally with Product, Sales Engineering, Marketing, and Partnerships to win complex deals - Master competitive differentiation and objection handling across privacy, compliance, data, and activation BECOME AN EXPERT IN DATA, COMPLIANCE, AND THE HEALTHCARE MARKETING LANDSCAPE - Develop a deep understanding of Freshpaint’s value, capabilities, and architecture - Become knowledgeable about healthcare data privacy, HIPAA, tracking changes, and the broader MarTech ecosystem - Educate prospects on the changing regulatory environment and why modern data infrastructure is required to stay compliant - Clearly communicate technical concepts to diverse audiences (marketers, PMs, engineers, data teams, and executives) - Understand common Freshpaint use cases and how customers activate data while staying compliant OPERATE WITH EXCELLENCE - Maintain rigorous CRM accuracy (HubSpot) across pipeline, forecasting, and next steps - Run detailed qualification using MEDDIC/Command of the Message or similar frameworks - Communicate deal status and risk clearly to sales leadership - Track personal performance metrics and continuously improve your conversion rates, outbound effectiveness, and sales velocity - Contribute to repeatable playbooks, messaging, and GTM learnings for the broader team REPRESENT FRESHPAINT AS A SENIOR, TRUSTED ADVISOR - Present to and influence CMOs, CPOs, General Counsels, VPs of Marketing, and VP-level executives - Drive strong executive presence in meetings, events, and customer workshops - Build long-term executive relationships that lead to both initial wins and future expansion - Serve as a trusted advisor who deeply understands the customer's business, risks, and strategic priorities REQUIREMENTS - WHAT YOU'LL BRING: (If you don't meet all of these requirements, you should still apply. We're big on high-slope individuals, so if you can quickly grow into some requirements we'd love to hear from you) - 5+ years of closing experience in B2B SaaS, selling to enterprise & strategic level customers - Strong outbound muscle: you consistently generate pipeline and teach others to do the same - Experience running 60–90 day deal cycles with mid–six-figure ACVs (~$100k) - Track record of meeting or exceeding quota (President’s Club, Rep of the Year, etc.) - Excellent written and verbal communication skills, including the ability to present to executives - Proven ability to run structured discovery, build compelling business cases, and influence buying committees - Strong relationship-building skills with agency and consulting/SI partners - Executive presence and comfort operating in high-stakes conversations - Self-starter attitude with the ability to operate in a fast-paced, ever-changing startup environment - Ability to travel up to 40% for events, customer meetings, and partner activities NICE TO HAVE: - Experience selling into healthcare, regulated industries, or privacy/security personas - Experience with Command of the Message - Experience with MEDDIC or MEDDPICC - Background in customer data, product analytics, MarTech, or data infrastructure PERKS & BENEFITS We take care of our team—here’s a peek at what you get when you join: - Competitive pay + generous equity (10-year exercise window) - Fully remote (U.S. only) with a $150/month coworking stipend - Half-day Fridays, every Friday - Unlimited PTO—with a required 2-week minimum - Top-tier health, dental & vision (100% covered for you, 80% for dependents) - 2 “Treat Yourself” days a year—$100 and a day off, just because - Generous parental leave - Epic offsites twice a year (past trips: Greece, Jackson Hole, Cabo, wine country + more) And more—check out our careers page [Upgrade to PRO to see link] for the full list.