Enterprise Account Executive
Run multi-year, multi-stakeholder pursuits into the largest funds, asset managers, and global banks.
Sales · San Francisco · In-Office
About the role
Enterprise is where Caplight becomes part of an institution's permanent workflow. Deals run two to four quarters, involve eight to fifteen stakeholders, and end in multi-year, seven-figure agreements that touch the data, research, ops, legal, and procurement orgs of large funds, asset managers, and global banks. You will own a focused list of named accounts and be expected to build executive relationships from scratch where they do not exist. We are hiring one Enterprise AE this half as we land flagship accounts that anchor our reputation in the institutional segment.
What you will do
- Own ~25 named Enterprise accounts across the largest funds, asset managers, and global bank platforms
- Build account-by-account pursuit plans with stakeholder maps, compelling events, and measurable progression criteria
- Lead RFP responses, security questionnaires, and procurement processes end-to-end
- Negotiate seven-figure, multi-year contracts with custom legal, security, and data licensing terms
- Quarterback internal resources (exec sponsors, product leads, the data team) through long evaluation cycles
- Maintain executive relationships at the CIO, COO, and Head-of-Research level across the territory
- Co-sell with partners (custodians, fund admins, OMS providers) where they are already inside the account
What you will bring
- 7+ years in a full-cycle Enterprise sales role, with closing experience on $500K+ ACV deals
- Track record of carrying and exceeding $2M+ annual quota in financial-services-aligned products
- Demonstrated ability to land net-new logos at Tier-1 funds, asset managers, or global banks
- Sophisticated multi-threading; you have personally moved deals across investment, ops, legal, and procurement teams
- Strong executive presence; comfortable presenting to CIOs and investment committees
- Disciplined deal-stage hygiene; clean MEDDPICC scorecards on every Enterprise opportunity
- Located in the SF Bay Area and ready to be in our SF office full-time
Nice to have
- Prior Enterprise sales tenure at a financial data or analytics company (PitchBook, S&P, FactSet, MSCI)
- Direct experience selling into the institutional secondary market or pre-IPO ecosystem
- Established relationships across the institutional buy-side
- Force Management, MEDDPICC, or Challenger methodology fluency
- Fluency with Claude, Hubspot, Slack, Granola, and a modern sales stack
Compensation
Compensation is competitive with software sales, investment banking, and adjacent finance careers. We pay top-of-market for the role.
Specific base, OTE, and variable split are shared during the hiring manager phone screen and reflect level, experience, and interview performance.
About Caplight
At Caplight, we're building the Bloomberg for private markets. Top venture investors rely on Caplight's proprietary data to research and value companies like Anthropic, SpaceX, OpenAI, and Stripe, and use Caplight's marketplace to communicate and trade.
Equal opportunity
Caplight is an equal opportunity employer. We hire without regard to race, color, religion, national origin, sex, sexual orientation, gender identity, age, marital status, veteran status, disability, or any other protected characteristic. If you need an accommodation during the interview process, let us know.
