Account Executive, Enterprise

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

📋 Description

• Take ownership of acquiring new logos and expanding into new divisions within a specified set of large accounts.

• Guide intricate, multi-stakeholder sales processes from the initial conversation to the final signed contract.

• Develop and implement territory and account plans for Enterprise accounts.

• Generate a sales pipeline through proactive outreach and collaboration with the Marketing team.

• Engage with senior technical and business leaders, including CIOs, CTOs, and CDOs.

• Provide accurate forecasts each quarter and keep CRM data updated.

• Oversee technical evaluations, security reviews, legal, and procurement processes until closure.

• Work alongside Solutions Engineers on discovery sessions, demos, and proofs of concept.

• Construct business cases with executive sponsors and negotiate commercial terms for both cloud and self-managed contracts.

• Navigate competitive scenarios against Confluent, Redpanda, and cloud-native streaming services.

• Foster growth within existing accounts and collaborate with Customer Success on transitions and new opportunities.

• Relay field insights to Product and Marketing to enhance messaging for enterprise buyers.

⛳️ Requirements

• A minimum of 7 years of quota-carrying experience in sales to enterprise accounts, with at least 3 years focused on data infrastructure, streaming, messaging, databases, cloud, or open-source software.

• Proven track record of meeting or surpassing quotas in a new-logo ("hunter") capacity, closing complex, multi-stakeholder enterprise deals worth six to seven figures.

• Proficient in managing complex, multi-stakeholder sales cycles and engaging with economic buyers and decision-makers.

• Familiarity with formal sales methodologies such as MEDDPICC, Challenger, or similar frameworks.

• Ability to present oneself with executive presence and demonstrate strong written, verbal communication, and negotiation capabilities.

• Comfortable discussing technical details with engineers, possessing adequate knowledge of streaming and data architecture.

• Experience in developing and executing quarterly and annual business plans.

• Willingness to travel up to 15% for customer meetings and events.

🏝️ Benefits

• Competitive salary and performance-based incentives.

• Comprehensive health and wellness benefits.

• Opportunities for professional development and career advancement.

• Flexible work arrangements to support work-life balance.