Enterprise Sales Development Representative (AI Context Layer)

Atlan is building the context layer for enterprise AI. Enterprises are pouring money into AI, but most of it fails in production because the AI lacks understanding of the business context around the data. Atlan solves this problem.

Gartner has identified context as the defining issue in enterprise AI, calling context graphs the essential infrastructure for AI agents. Atlan is one of the three vendors already building this, and the only vendor named a Leader across all four major Gartner and Forrester evaluations for data catalogs, data governance, and metadata management—the foundation for the context layer.

Come build the infrastructure that AI runs on.

What You'll Own

• Run full-cycle, multi-stakeholder enterprise sales cycles with sophisticated data and AI leaders (e.g., CDO, SVP of Data, CIO) at large accounts, backed by a base of roughly 400 enterprise customers.

• Self-generate pipeline across the West Coast (US). You own account strategy and deal orchestration end-to-end with support from BDR, Sales Engineer, and Partner teams.

• Build direct relationships with partner field teams (e.g., Snowflake, Databricks, and other ISVs/SIs). Atlan is partner-led but closes direct contracts, so these relationships are built by you.

• Sell across three connected layers: the established metadata and governance foundation, AI-ready data and governed workflows, and the newer strategic motion (Context Layer, Context Lakehouse, context agents, and Agent Registry).

• Help build the motion itself. Messaging, target-account strategy, executive relationships, and qualification discipline are still being established; you'll help codify at least one repeatable play the wider team can inherit.

• Get embedded in the technical and CIO ecosystem: attend meetups, founder circles, and roundtables—not just scheduled meetings.

What Makes You a Match

• You've carried a bag with a genuine AE track record. You're comfortable with technical nuance and can engage with CDO or CIO audiences, whether through a Sales Engineer/technical background, a technical degree, or years of selling infrastructure-level products.

• You've successfully sold different technologies or into different buyer types across your career, whether in enterprise application software, AI-native products, or infrastructure.

• You operate with high agency: take action without being told, build your own messaging when there isn’t a playbook, and aren’t intimidated by gaps in your knowledge.

• You're genuinely using and upskilling in AI day-to-day: real personal curiosity, not performed fluency.

• How you talk about past deals matters: we're listening for whether you solved a real business outcome for the customer, not whether you sold a point solution or feature.

• Ideally based in California, though we'll consider strong candidates elsewhere on the West Coast.

Bonus

• You've built something from scratch before, whether that's a new territory, a new segment, or a new motion at a prior company.

• Experience selling a genuinely technical, infrastructure-level product to sophisticated enterprise buyers.

• Comfort operating in a partner-led, multi-stakeholder deal environment (e.g., Snowflake or Databricks field co-selling).