Key Facts

Remote From:

United States

Full time

Expert & Leadership (>10 years)

English

Hard Skills

Other Skills

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Distributed Team Management
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Accountability
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Collaboration
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Communication
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Leadership
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Time Management
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Open Mindset
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Coaching

Roles & Responsibilities

7–10 years of professional sales experience in enterprise SaaS
4+ years of quota-carrying, consultative sales at a SaaS company in data privacy and/or adtech/martech sectors
1–2+ years of sales management or team lead experience
Experience with MEDDPICC or equivalent qualification methodology

Requirements:

Carry a personal quota and close enterprise deals, modeling best practices for the team from discovery to close, including disciplined MEDDPICC and ROI-driven business cases
Recruit, develop, and retain high-performing Account Executives; drive outbound pipeline with clear activity expectations; conduct 1:1s, deal reviews, coaching, and quarterly performance reviews; build/refine the sales playbook and ensure forecasting accuracy
Develop deep product and industry knowledge of Ketch offerings; monitor enforcement actions, regulations, and market trends to sharpen positioning and map solutions to measurable business outcomes

Ketch

About Ketch

Ketch enables businesses and platforms to build trust with consumers and drive growth through data. The Ketch Trust by Design Platform is a coordinated set of applications, infrastructure, and APIs that collapses the cost and complexity of privacy operations and mobilizes responsibly gathered data for deeper customer engagement and top-line growth. With Ketch Programmatic Privacy™ for privacy ops, companies can adapt programmatically to fast-changing regulations while managing risk and cutting operational and privacy engineering costs by 80%. With Ketch Data Stewardship, businesses achieve complete, dynamic data control and intelligence over a company’s vital data assets, building trust and creating the foundation for responsible AI and advanced data and analytics initiatives.

Company type: Scaleup

Founded: 2018

Company size: 51 - 200

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Job description

About Ketch

Ketch is redefining responsible data use for the AI era. Our Data Permissioning Platform helps global brands manage data privacy, consent, and compliance while enabling privacy-safe data activation across devices, systems, and third-party applications. We support GDPR, CCPA/CPRA, and modern data governance for some of the largest enterprises in the world. Ketch is scaling fast backed by significant market tailwinds as privacy regulation accelerates globally and enterprises rethink how they handle data in the age of AI.

About the Role

We’re hiring an Enterprise Sales Leader to build and lead a team of Account Executives while carrying a personal quota. This is a player-coach role. You’ll close your own deals, coach your team through theirs, and build the systems and playbooks that make both scalable.

You’ll work closely with Sales Engineering, Marketing, Customer Experience, BDRs, and our partner ecosystem. The right person is equally comfortable running a complex enterprise sales cycle and developing the talent around them. Through our work, we bring Ketch values of passion, growth, grit, collaboration, and integrity to life. We expect candid feedback, a learning mindset, and a bias toward action. If you've built something from scratch before and want to do it again with a category-defining product, this is the role.

Responsibilities

Sales Execution - Carry a personal quota and close enterprise deals, modeling best practices for the team from discovery through negotiation to close. Run disciplined MEDDPICC across your own pipeline and use ROI-driven business cases to accelerate deals. Leverage Sales Engineering, Marketing, CX, and partner resources effectively throughout the sales cycle
Team Leadership - Recruit, develop, and retain high-performing Account Executives. Drive AE-led outbound pipeline generation with clear activity expectations and accountability. Run consistent 1:1s, deal reviews, coaching sessions, and quarterly performance reviews. Build and refine the sales playbook: discovery frameworks, competitive positioning, objection handling, pricing strategy, and new hire onboarding. Own forecasting accuracy, Salesforce hygiene, and timely reporting to leadership
Product and Industry Knowledge - Develop a strong functional and technical understanding of Ketch products and how they differentiate from competitive offerings. Monitor enforcement actions, new regulations, and market trends to sharpen positioning and urgency in the sales cycle. Build deep understanding of customer environments to map Ketch solutions to measurable business outcomes

Experience

7–10 years of professional sales experience in enterprise SaaS
4+ years of quota-carrying, consultative sales at a SaaS company in the data privacy and/or adtech/martech sectors
2+ years of average deal sizes in range from $150K to $750K
1–2+ years of sales management or team lead experience
Background in data privacy strongly preferred
Experience with MEDDPICC or equivalent qualification methodology

Qualifications

Demonstrated ability to translate technical solutions into quantifiable business value
Builder’s mindset: comfortable leading from the front while institutionalizing best practices behind you
Strong track record of meeting or exceeding sales targets as both an individual contributor and a manager
Effective in fast-paced, ambiguous environments where the playbook is still being written
Exceptional coaching, time management, and cross-functional alignment skills
Experience working as part of a distributed or global team
Bachelor’s degree or equivalent experience
Authorized to work in the United States
English fluency required; second language a plus