Enterprise Account Executive

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

📋 Description

• Take charge of the entire sales process for both new and existing clients, from initial discussions through security assessments, procurement, and closure, focusing on Cloud commitments and multi-year spending.

• Expand the customer base by introducing new teams and use cases within current accounts.

• Manage renewals and consumption commitments alongside Solutions Architecture and Support teams.

• Track account consumption patterns and proactively engage when usage levels stabilize or experience spikes.

• Identify and cultivate opportunities in new accounts, including teams utilizing ClickHouse through open source or self-service Cloud options.

• Foster relationships across data platform teams, budget holders, security personnel, and executive sponsors.

• Collaborate with Solutions Architects on technical assessments while overseeing commercial strategies and deal closures.

• Handle procurement processes, including security questionnaires, legal revisions, vendor onboarding, and BYOC or private-deployment criteria.

• Create internal business cases that encompass TCO comparisons, migration strategies, and risk management.

• Identify teams and use cases, developing comprehensive account expansion strategies.

• Keep accurate Salesforce records and provide forecasts.

• Engage in developer-community meetups, conferences, and events within the territory.

⛳️ Requirements

• Over 6 years of experience selling technical infrastructure to enterprise clients, encompassing databases, data platforms, cloud infrastructure, observability, or developer tools.

• Proven success in closing intricate deals that involve security reviews, legal negotiations, and procurement processes.

• Sufficient technical knowledge to engage in architectural discussions; capable of articulating reasons for transitioning workloads away from Elasticsearch.

• Proven experience in managing a hybrid quota that includes new business generation, expansion, and renewals.

• Familiarity with consumption-based or usage-metered business models.

• Experience in selling to both developer-led, bottom-up adoption as well as top-down strategies.

• Ability to coordinate Solutions Architects, executive sponsors, partners, and product managers without having direct reporting authority.

• Strong forecasting abilities.

• Experience with AI-native companies and their data infrastructure requirements is advantageous.

🏝️ Benefits

• Flexible work environment with a remote-friendly approach.

• Employer contributions toward healthcare expenses.

• Stock options available for every new employee.

• Flexible time off within the US.

• Generous time-off policies in other countries.

• USD$500 allowance for home office setup for remote workers.

• Opportunities to connect with colleagues during company-wide offsite events.