Account Executive

This is a fully remote position, open to applicants in California.

📋 Description

• Manage the complete sales cycle from start to finish: discovery, qualification, technical validation, procurement, and closing.

• Consistently implement MEDDPICC throughout your pipeline; it will play a role in deal evaluations and be integrated within Salesforce.

• Develop, test, and refine sales strategies to enhance processes and expedite deal cycles.

• Ensure accurate CRM records with well-defined next steps and transparent forecasting.

• Collaborate closely with Sales Engineering for technical discussions and demonstrations.

• Create a pipeline through outbound prospecting, innovative outreach, and leveraging your network; this is an essential part of the role, not merely a fallback when inbound leads are low.

• Work together with Marketing and Product on go-to-market initiatives and provide field feedback.

• Achieve and surpass quota expectations.

⛳️ Requirements

• Minimum of 3 years of comprehensive SaaS sales experience, demonstrating a history of meeting or exceeding quotas.

• Strong ownership mentality; you take charge of the entire sales cycle, proactively identify obstacles, and drive deals to completion.

• Exceptional discovery skills with technical buyers; you ask probing questions that reveal genuine pain points rather than simply following a script. You grasp engineering environments before presenting solutions.

• Familiarity with MEDDPICC or a similar methodology, with the ability to apply it consistently.

• Technical knowledge of developer tools, DevOps, infrastructure, or security products; you don’t need to be an engineer, but you should be capable of selling to one.

• Coachable with a strong desire for continuous improvement.

• Detail-oriented in managing deals.

• Comfortable working in a mid-market ACV environment where both speed and deal size are important.

• Proven ability to prospect and build a pipeline through outbound efforts.

• Experience in a startup or fast-paced environment demonstrating strong ownership and initiative.

• A genuine curiosity!

🏝️ Benefits

• Equity in an early-stage, rapidly growing startup.

• Comprehensive health insurance (medical, dental, vision).

• Guilt-free unlimited PTO, with a strong encouragement of a minimum of three weeks!

• Opportunities for upward mobility.

• Learning and development stipend.

• Access to a wealth advisor.

• 401k plan.

• Pregnancy and family leave.

• Fertility and adoption benefits.

• Equal compensation, regardless of gender or race.