Account Executive

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

📋 Description

• Take full ownership of European accounts from start to finish.

• Provide support for US deals during overlapping hours.

• Develop and manage a European pipeline encompassing enterprise infrastructure teams, cloud and hosting providers, as well as AI and developer platforms.

• Execute direct outbound strategies with GTM engineers, focusing on account targeting, campaign concepts, and messaging.

• Attend conferences and industry events to transform discussions into pipeline opportunities.

• Guide deals from the initial call to signing, which includes discovery, demonstrations, technical in-depth discussions, pilots, and usage-based commercial negotiations.

• Engage with economic buyers early in the process and qualify opportunities utilizing MEDDPICC.

• Collaborate with field engineers on pilots and active accounts to pinpoint expansion prospects.

• Enhance the sales playbook and work alongside GTM engineers on automation initiatives.

• Ensure accurate data and forecasts are maintained in HubSpot.

• Relay market insights back to the product team.

⛳️ Requirements

• Minimum of 4 years in closing roles focused on selling technical products to engineering buyers, preferably in infrastructure, cloud, DevOps, or developer tooling.

• Proven experience in building a pipeline from the ground up and directing or coaching outbound initiatives.

• Comfortable initiating conversations with unfamiliar individuals at conferences.

• Experience managing complex, multi-stakeholder deals that involve CTOs, platform leads, security, procurement, and legal teams.

• Technical expertise in virtualization, containers, Kubernetes, and cloud infrastructure.

• Familiarity with usage-based or commit-based pricing models and the ability to convert pilots or POCs into signed agreements.

• Exceptional spoken and written English skills.

• Proficiency in additional languages is advantageous.

• Familiarity with utilizing AI to research accounts, develop pipelines, and advance deals is a plus.

• Experience with HubSpot is beneficial.

• A degree in computer science, engineering, or another technical discipline is a plus, though not mandatory.

• Experience in selling compute, serverless, sandboxes, databases, or Kubernetes tooling is desirable.

• Knowledge of Modal, E2B, Daytona, Fly.io, Northflank, Vercel, and Firecracker-based platforms is an advantage.

• An existing network among European platform engineering teams, cloud providers, or SIs is beneficial.

• Experience selling through or with partners is a plus.

• Previous experience as an early sales hire at a startup is advantageous.

• Must reside in Europe and be available to work within CET ±2 hours.

• Willingness to travel frequently to customers and events across Europe, with occasional trips to the US.

🏝️ Benefits

• Competitive base salary.

• Uncapped commission structure.

• Significant equity opportunities.

• Coaching from founders and the founding Account Executive.

• Regular travel to customer sites and industry events throughout Europe, with occasional travel to the US.