Enterprise Account Executive

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Polar Analytics: The All-in-One Data Platform for Consumer Brands 🐻‍❄️

Polar Analytics simplifies data so brands can make smarter, faster decisions without the complexity of traditional tools. Powerful yet user-friendly, it gives DTC brands the insights they need to scale profitably.

🚀 Our mission? To help indie DTC brands compete and grow—faster and more profitably.

WHAT MAKES POLAR ANALYTICS UNIQUE? 💎

🔥 4,000+ Brands and Growing

We’ve scaled to 4,000+ active merchants (Jan 2025) and are on track for 10,000+ this year.

🤖 Disrupting a Stale Analytics Market

Polar is revolutionizing the Shopify analytics space with modern data infrastructure built for agentic orchestration—positioning us at the forefront of AI-driven commerce automation.

💰 Backed by World-Class Investors

We’ve raised $28.5M with Frst, Point9, and Chalfen Ventures, top-tier B2B SaaS investor known for spotting future unicorns early.

👥 A Team of eCommerce & Data Experts

Our team brings experience from leading eCommerce SaaS platforms & Silicon Valley data unicorns, united by a mission to build the next industry leader.

HOW WE OPERATE

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.

WHY THIS ROLE EXISTS

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.

WHAT YOU'LL OWN

• 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

WHO YOU ARE

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

WHAT SEPARATES A-PLAYERS

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.

WHAT OUR CUSTOMERS SEE

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

OUR HIRING PROCESS 📝

We believe in a structured, fair, and transparent hiring process. While the steps may vary by role, here’s what you can expect:

• Founder Screen (20 mins): A call to talk through your current/past experience and your motivations and tell you more about Polar Analytics.
• Technical Interview 1 (1 hour): Here, you'll meet our team to solve a problem live. The interview will focus on real problems we face at Polar.
• Technical Interview 2 (1 hour): This interview usually consists of a practical case study.
• Culture Interview (1 hour): A conversation with one of our Culture Champions. We assess your team fit based on our values (see below).

We value your time and effort in the application process, and we aim to provide feedback as quickly as possible.

TWO NON-NEGOTIABLE VALUES

We want to be a 10x startup - starts with everyone having 10x impact

The superceding principle. Prioritize actions with the highest expected impact. If it does not move the needle, do not do it.

Customer obsession - exists only to help users.

We exist to create value for brands and users. Never ship or act in ways that harm them. Every initiative must clearly increase user value or remove friction to realizing value.

SOME OPERATING PRINCIPLES

The only way to win is to move fast

• Try 100 things vs the competitor’s one attempt
• Action precedes information

Every person and every system improves each week.

• Growth is compounding.
• Hold a weekly retro and a weekly forward plan.

Be ruthless on standards, never rude in delivery.

• Disagree directly, commit fully once a decision is made.

We are here to win, not to be right, or to do what we wish

• Do what it takes to win. “Not my scope” is not an excuse. Do what makes us win, not what we feel like doing.
• Set goals you believe in, then hit them. If at risk, reforecast early with a plan to close gaps.

BEHAVIORS WE DO NOT TOLERATE

• Low or no impact.
• Lack of desire to win.
• Accepting passive failure.
• Actions that harm users or sacrifice long‑term user value.
• Politics and “winning the argument” over winning the market.