Enterprise Account Executive (US, West)

Job description

Immuta is the Data Authorization Company, helping the world’s largest organizations control who, and what, can access their data. The way enterprises access data is fundamentally changing. Organizations are racing to put data to work across analytics and AI, while AI copilots and agents are emerging as an entirely new class of data consumer. Traditional approaches built around tickets, static permissions, and manual approvals were not designed for this speed, scale, or complexity. Immuta provides the authorization layer for modern data and AI. Our platform enables organizations to provision governed access to data by policy, by request, and dynamically for AI agents, so people and AI can access the data they need while enterprises maintain security, compliance, and control. For Chief Data Officers, that means making enterprise data dramatically easier to access and use without giving up governance. For AI leaders, it means giving AI agents secure, governed access to enterprise data so they can move from experimentation into production. Founded in 2015, Immuta is trusted by Fortune 500 companies and government agencies worldwide. - Our technology ecosystem includes Snowflake, Databricks, AWS, Microsoft Azure, Google Cloud, Okta, ServiceNow, Teradata, Alation, Atlan, and Starburst — connecting Immuta to the data, cloud, identity, and enterprise platforms powering modern data and AI environments. - Immuta has been recognized by Forbes as a top American startup employer, by Inc. Magazine and Built In as one of the best workplaces, and by Fast Company as one of the world’s most innovative companies. - Immuta has raised $263 million from investors including NightDragon, Snowflake, Databricks, ServiceNow, Citi Ventures, Dell Technologies Capital, DFJ Growth, IAG, Intel Capital, March Capital, Okta Ventures, StepStone, Ten Eleven Ventures, and Wipro Ventures. - We operate as a hybrid workplace with offices in Boston, MA; Columbus, OH; and College Park, MD. **ABOUT OUR TEAM** Immuta’s Field organization works with some of the world’s largest and most complex enterprises as they rethink how data is accessed in the age of AI. We sell primarily to Chief Data Officers and Heads of AI who are being asked to accomplish two things simultaneously: make enterprise data dramatically easier to use and accelerate the deployment of AI, while maintaining the governance and control their organizations require. AI makes this challenge even more urgent. As copilots and agents begin to find, request, and access data on behalf of users and increasingly interact with other agents and systems, enterprises need an authorization model built for machine speed and scale. **That’s where Immuta comes in.** Our Field team helps customers establish Immuta as the data authorization layer for humans and AI, working across the broader data, AI, governance, security, and cloud organizations required to make that vision a reality. **YOUR ROLE** As a Regional Account Executive, you’ll own new business development and expansion across one of Immuta’s most strategic territories. You’ll lead the full enterprise sales cycle from prospecting through close, with a particular focus on developing executive relationships with Chief Data Officers, Heads of AI, and their leadership teams. This is a high-impact enterprise sales role focused on large, strategic opportunities. You’ll engage executives who are determining how their organizations will build modern data and AI infrastructure and help them address a rapidly emerging challenge: how do we give people and AI agents access to the enterprise data they need, quickly, securely, and at scale? You’ll create and lead large, strategic opportunities while orchestrating the broader set of stakeholders across data platforms, AI/ML, governance, security, engineering, compliance, legal, and procurement required to get them done. The West is home to many of the companies defining the next generation of cloud, data, and AI. We’re looking for someone who wants to be at the center of that transformation and help establish a new strategic category focused on data authorization and agentic data access. *This position supports our West territory and requires regular in-person engagement with customers across the region. Candidates based in key California markets (e.g., Bay Area, Los Angeles, San Diego) are preferred.* ### CORE RESPONSIBILITIES - Own pipeline generation, opportunity management, and quota attainment across the US West territory. - Build executive relationships with CDOs, Heads of AI, and senior data and AI leaders within large enterprise accounts. - Manage the complete enterprise sales lifecycle — prospecting, discovery, technical qualification, business case development, proposal, negotiation, and close — with a focus on large, strategic opportunities. - Create urgency around the changing nature of enterprise data access, including the emergence of AI copilots and agents as data consumers. - Help CDOs modernize data provisioning and governance across the enterprise by replacing slow, manual access processes with automated authorization. - Help AI leaders solve the emerging challenge of providing AI agents with secure, governed, dynamic access to enterprise data. - Position Immuta’s Data Authorization Platform across policy-based access, request-based provisioning, compliance and audit, and agentic data access. - Orchestrate complex buying processes involving data platform, AI/ML, governance, security, engineering, compliance, legal, procurement, and executive leadership. - Develop territory and account strategies that create new demand rather than relying solely on existing category or inbound demand. - Build compelling business cases connecting data authorization to faster data access, AI adoption, productivity, security, and compliance. - Collaborate closely with Sales Engineering, Product, Marketing, Alliances, and Customer Success to win and expand strategic accounts. - Leverage technology partners, cloud providers, SIs, and other ecosystem partners to generate pipeline and accelerate opportunities. - Represent Immuta at industry events, executive meetings, partner engagements, and regional forums throughout the West. ### REQUIRED EXPERIENCE - 8+ years of enterprise field sales experience in SaaS, data, cloud, AI infrastructure, security, or data governance, with a consistent record of closing complex, high-value deals. - Proven success selling directly to CDOs, Heads of Data, Heads of AI, and other senior data and AI executives. - Proven quota attainment selling large enterprise software contracts, including experience managing high-ACV deals and multi-year agreements. - Deep familiarity with the modern enterprise data ecosystem, including platforms such as Databricks, Snowflake, AWS, Azure, and GCP. - Strong understanding of how large enterprises are building modern data and AI architectures and the challenges associated with providing governed access to enterprise data. - Experience in data platforms, data governance, data security, data access management, AI infrastructure, identity/authorization, or adjacent markets is a strong differentiator. - Track record of success selling into large and/or regulated enterprises such as financial services, healthcare, insurance, technology, or the public sector. - Demonstrated ability to navigate complex buying cycles involving multiple technical and business stakeholders while maintaining an executive-level sales motion. - Experience creating demand for emerging technology where the customer may not yet have a defined category, initiative, or budget. - Experience working with cloud providers, technology alliances, channel partners, and SIs to generate pipeline and accelerate deals. - Exceptional executive communication and presentation skills, with the ability to translate sophisticated technical capabilities into strategic business outcomes. - Strategic, analytical, and entrepreneurial sales mindset with the ability to create opportunities, build business cases, and navigate competitive environments. - Willingness to travel regularly throughout the West territory.