Enterprise Account Executive (EMEA)

The company 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.

The company 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, the company 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 the company to the data, cloud, identity, and enterprise platforms powering modern data and AI environments.

The company 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.

The company 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

The company’s Field organization is at the forefront of how enterprises securely access and use data. We partner with leading organizations across financial services, healthcare, and the public sector to eliminate access friction, reduce compliance risk, and accelerate data-driven innovation.

Our platform enables automated, policy-driven data security and access management—helping teams move faster while staying compliant. As demand for governed data access continues to grow, our Field team plays a critical role in bringing this vision to life for customers.

YOUR ROLE

As a Regional Account Executive, you'll own new business development across the EMEA region, building a market, not just a pipeline. Reporting to the VP/GM of International, you'll manage the full sales cycle across complex, multi-stakeholder enterprise environments.

We're looking for someone who can develop champions deep inside sophisticated organizations, understand how AI is reshaping enterprise data strategy, and bring a creative, disciplined approach to territory development. You'll work closely with some of the most innovative companies across the UK and EMEA to solve their most urgent data governance and provisioning challenges.

This role requires candidates to be based in London, UK, with willingness to travel across the EMEA region.

CORE RESPONSIBILITIES

• Build and execute your territory: Develop and own a focused territory strategy within UK & EMEA, identifying and advancing high-value opportunities across financial services, pharma, and adjacent enterprise segments while collaborating closely with your regional peers.

• Drive enterprise pipeline with creativity: Generate new business through disciplined prospecting, executive outreach, partner collaboration, and creative go-to-market tactics tailored to the UK & EMEA landscape.

• Navigate complex organizations:  Develop champions across multiple stakeholder layers, connecting the company's value to the strategic priorities of data, technology, risk, and compliance leaders inside sophisticated enterprises.

• Win in the AI era:  Bring a clear point of view on how AI adoption is driving new data governance and provisioning requirements, and position the company as the essential platform for enterprises deploying AI responsibly.

• Leverage the ecosystem:  Collaborate with alliance partners including Snowflake, Databricks, AWS, Azure, and GCP to drive coordinated go-to-market motions and accelerate revenue.

• Operate as a team:  Collaborate closely with Sales Engineering, Product, and Marketing to build account plans, deliver tailored value propositions, and ensure long-term customer success.

• Represent the company in UK & EMEA:  Build the company's brand and market presence across the region through events, partner programs, and industry forums.

REQUIRED EXPERIENCE

• Enterprise Sales: Demonstrated track record of building and winning enterprise opportunities, preferably within data, cloud, or SaaS software, across complex, multi-stakeholder organizations in UK & EMEA markets.

• Market Building:  Experience opening new territories or introducing new technologies into enterprise accounts, not just managing an established book of business.

• Vertical Expertise:  Meaningful experience selling into financial services and/or life sciences, with a strong understanding of the regulatory, compliance, and data access challenges these industries face.

• AI Literacy:  Genuine understanding of how AI is being adopted across enterprise organizations today, including the data access, governance, and provisioning implications, and the ability to connect that context to the company's platform.

• Complex Sales Navigation:  Proven ability to develop champions, manage multi-threaded buying cycles, and align a diverse set of business and technical stakeholders across large enterprises.

• Ecosystem Fluency: Familiarity working within or alongside data platform ecosystems such as Snowflake, Databricks, etc., and a track record of leveraging those partnerships to advance opportunities.

• Pipeline Generation:  Creative, disciplined approach to pipeline development with the ability to build from a blank slate and execute consistently against territory targets.

• Collaboration:  Highly collaborative internally, with a team-first mindset and a willingness to work closely with cross-functional partners to deliver the best outcome for the customer.

• Communication: Excellent executive-level verbal and written communication skills. Additional European languages are a plus.

• Location and Travel:  Based in London, UK, with willingness to travel across the EMEA region as needed to support go-to-market objectives.

Benefits

At the company, our goal is to help bridge the gap between personal and professional growth, so that our team members can be well and thrive personally and professionally. After all, great professional success stories rarely happen without great personal success stories! Our generous benefits package given to all full time employees includes:

• 100% employer paid Healthcare (Medical, Dental, Vision) premiums for you and your dependents (including Domestic Partners)
• Stock Options
• Paid parental leave (Both Maternity and Paternity)
• Unlimited Paid time off (U.S. based positions)
• Learning and Development Resources

The company provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, sexual orientation, national origin, marital status, age, disability (including disability due to pregnancy) or genetics, protected veteran status, or any other characteristic protected by law. The company complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment.

NOTICE TO THIRD PARTY RECRUITERS: the company does not accept candidates from third party recruiters. All candidates submitted through are considered to be submissions by the candidate and no submission will obligate the company to pay any third party for the referral or hiring of a candidate.