Enterprise Account Executive

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

📋 Description

• Take ownership of the complete sales process for both new and existing accounts, starting from the initial conversation through to security reviews, procurement, and final closure, specifically for Cloud commitments and multi-year financial agreements.

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

• Manage renewals and consumption commitments in collaboration with Solutions Architecture and Support teams.

• Track account consumption patterns and proactively engage when usage levels stabilize or increase significantly.

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

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

• Collaborate with Solutions Architects on technical assessments while overseeing commercial strategy and closing deals.

• Handle procurement tasks, which include security questionnaires, legal revisions, vendor onboarding, and requirements for BYOC or private deployments.

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

• Outline teams and use cases and develop plans for account expansion.

• Keep Salesforce records up-to-date and provide accurate forecasts.

• Participate in developer-community meetups, conferences, and other relevant events within the territory.

⛳️ Requirements

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

• Proven history of closing complex deals that involve security reviews, legal considerations, and procurement processes.

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

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

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

• Experience selling to developer-led initiatives, both through bottom-up and top-down approaches.

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

• Strong skills in accurate forecasting.

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

🏝️ Benefits

• A flexible work environment with a remote-friendly arrangement.

• Employer contributions towards healthcare expenses.

• Stock options available for every new employee.

• Flexible time off policy in the US.

• Generous time-off benefits in other countries.

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

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