Polaranalytics
Enterprise Account Executive
3mo ago
USARemote
Responsible for managing enterprise sales accounts in a data platform company.
About the company
- Polar is the complete data platform for omnichannel commerce. We connect every data source a brand runs on - Shopify, Amazon, NetSuite, Meta, Google, Klaviyo - into a single Snowflake warehouse, layer a commerce semantic layer on top, then add AI so operators can ask questions, get answers, and automate workflows without writing SQL.
- Our founders came from Turo and Airbnb in Silicon Valley. They built data platforms at scale and wanted to bring that level of sophistication to fast-growing commerce brands. We support 4,000+ merchants, and zero direct competition with a better solution. We serve brands like Quadlock, gorjana, Joseph Joseph, and ARMRA Colostrum.
- We shipped MCP integrations with Claude and ChatGPT, AI automations, and an AI Data Engineer that builds connectors on demand. Our positioning: the data layer to build agent workflows for commerce. Customers tell us things like "this is a dream come true - it feels like the first time they showed me Shopify".
Requirements
- We don't have a rigid checklist of requirements. We're looking for a specific kind of person:
- You've spent 3-5 years closing $50k+ enterprise SaaS deals with technical evaluation processes. You've sold to multi-stakeholder buying committees, not just single-threaded to one champion
- You're technically credible. You can discuss semantic layers, Snowflake instances, attribution models, and data architecture without sounding like you're reading a script. CTOs and data leads take you seriously
- You have experience selling to ecommerce, retail, or DTC brands - or you've sold data/analytics/BI tools and can learn the vertical fast
- You're a consultative seller who positions as a strategic advisor, not a vendor. You help prospects understand their data architecture gaps and business impact before you pitch features
- You're patient with long cycles but relentless on next steps. Enterprise deals require relationship building across multiple stakeholders - you know how to keep momentum without being pushy
- You're comfortable demoing AI products live and excited about the space. This isn't a "hand it to the SE" role - you run your own demos
- You communicate clearly and concisely. No fluff, no jargon. You close the loop on everything
Other
- We publish our operating principles internally and we mean every word. Here are the ones that matter most if you're thinking about joining:
- Customer Obsession. Every decision starts with: does this make our users' lives better? If the answer isn't clear, go talk to a customer before you build anything.
- Own the Number. Every metric has an owner. If it's yours, know it cold - the trend, the why, the plan. Don't wait for someone to ask. If it's off track, you should be the first to say so.
- Raise the Pace. Always ask: what would it take to do this in half the time? Speed is our edge. We try 100 things while the competitor tries one.
- Don't Fail Silently. If it's broken, say it. If you're stuck, raise your hand. Hiding problems is the one thing that will actually get you in trouble.
- Here to Win, Not to Be Right. Quiet ego, loud standards. Don't fight to be right - fight to win together. Be ruthless on quality, never rude about it.
- Optimize for Polar, Not Your Function. "Not my scope" doesn't exist here. If it makes us win, it's your scope.
- We're a remote-first team that runs daily standups, ships weekly, and holds ourselves to a standard most companies talk about but don't enforce. We're transitioning from founder-led intensity to systematic company intensity - which means we need people who can maintain the pace autonomously, not just when someone's watching.
- We're closing enterprise deals already. Q1 2026 was a company record. The unit economics are strong: $40k ACV, <30 days close time on qualified deals, 40% win rate.
- But enterprise deals are getting more complex. They require executive stakeholder mapping, build vs buy positioning against internal data teams, and longer cycles with multiple decision-makers. We need someone who can run these deals end-to-end - from first call to close - with the technical credibility and deal orchestration skills that enterprise requires.
- You'll work alongside our Head of Sales and partner closely with our partnerships team. The opportunity is massive and the foundation is built - we need someone who can close at the next level.
- Full-cycle enterprise deals from discovery through close. Your targets will be mid-market and enterprise DTC brands doing $50M-$500M+ GMV with complex omnichannel operations
- Executive stakeholder mapping and multi-threaded selling across ecommerce, marketing, data, and finance teams. You'll navigate deals where the CRO, VP of Ecommerce, and CFO all need to sign off
- Build vs buy conversations with technical stakeholders. Brands with data teams are evaluating building their own stack - you need to credibly position why 8 separate tools and a 6-12 month project isn't the answer. Your talk track branches based on team size and sophistication
- Pipeline generation in partnership with our SDR function, partnerships team, and your own outbound. You'll own the number and know it cold - the trend, the why, the plan
- AI and MCP demos that land. Our AI roadmap - semantic layer, AI data analyst, AI strategist, autonomous agents - is the strongest part of our pitch for enterprise. You need to demo MCP on Claude and ChatGPT live and explain the four-level AI journey confidently
- Consultative discovery using our structured playbook. We've built discovery frameworks for goals, stack, pain/product, and decision process - you'll master them and make them your own
- Deal forecasting and pipeline hygiene. No silent slips - if something is off, say it now. Reforecast early with a new plan, don't wait for it to blow up
- You run discovery like a consultant, not a checklist. You map every stakeholder in the first two calls and know exactly who the economic buyer is. You can pivot between talking ROAS with a Head of Growth and data architecture with a CTO in the same meeting. You build pipeline when you're ahead of quota, not just when you're behind. And you treat forecasting as a craft - your commits are accurate because you understand your deals, not because you're sandbagging.
- These are the kinds of results you'll sell against:
- Thiege consolidated 9 different tools into Polar and saved $300K per year vs building their own data stack
- CABA improved their ROAS by 65% using our attribution model and incrementality testing to reallocate spend
- Modular Closet grew Klaviyo flow revenue by 50% with our CDP and identity resolution layer
- Quadlock started with us below $10M - we helped them scale to 9 figures and a $350M acquisition
- We believe the best people want to go through a demanding process. We've learned the hard way that great interviewers aren't always great operators - so our process is designed to see how you think, not how you present.
- 1. Motivation screen - A quick call to understand what drives you and whether there's mutual fit
- 2. Live case study - A real scenario where you work through a problem in real time. No prep decks, no take-homes. We want to see how you actually operate
- 3. Leadership conversations - Meet the team, understand the culture, make sure this is somewhere you want to build
- Our hiring bar: if this person started a company, would we want to join them?