Enterprise Account Executive

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

📋 Description

• Take ownership of complex sales cycles involving multiple stakeholders from start to finish.

• Collaborate with solution engineers to conduct Proof of Value engagements in customer environments.

• Interact with CTOs, CIOs, VPs, Directors of Engineering, DevOps, SRE, and business line leaders.

• Generate and expand the sales pipeline within the designated territory.

• Develop business cases that convert technical capabilities into measurable business outcomes.

• Present compelling value propositions to C-level stakeholders with credibility.

• Research target accounts and create tailored value propositions.

• Implement territory planning and thorough qualification based on the sales methodology.

• Lead discovery sessions, champion-building, objection handling, negotiations, and closing deals.

• Provide precise weekly, monthly, and quarterly forecasts to the sales leadership team.

• Serve as a trusted advisor in the observability and telemetry data market.

⛳️ Requirements

• Minimum of 5 years experience in selling complex software and services in a field role.

• Ideally, familiarity with conceptual or Proof of Value-driven sales processes.

• Proven track record of successfully displacing competitors and constructing ROI-driven business cases.

• Demonstrated ability to secure new clients through personally managed outbound pipeline generation.

• History of scaling enterprise accounts via strategic upselling and cross-selling techniques.

• Consistent performance over the last 5-7 years, including at least two consecutive years exceeding quota or ranking among the top of peers.

• Confidence in selling to and influencing C-level executives.

• In-depth understanding of IT infrastructure stacks and contemporary IT organizations.

• Proficiency in industry and market trends.

• Familiarity with a repeatable, structured sales process, and fluency in MEDDIC-based qualification or equivalent methodologies like MEDDPICC/Command of the Message.

• Strong skills in discovery, champion development, executive-level business case presentations, and handling objections.

• Characteristics: hungry, humble, smart, driven, persistent, coachable, intuitive, detail-oriented, adaptable, and high-integrity.

• A strong bias for action and a sense of urgency.

• Alignment with EMEA standards of excellence.

• Experience in selling observability, log analytics, monitoring, or APM solutions is a plus.

• Familiarity with selling cloud-native technologies on AWS, GCP, or Azure is advantageous.

• Experience with selling data platforms, data lakes, or analytics infrastructure is a bonus.

🏝️ Benefits

• Competitive base salary.

• Uncapped commission potential.

• Meaningful stock options.

• Rapid development and advancement opportunities.

• Collaborate with a team of high-caliber sellers and engineers.

• Access to the Coralogix MEDDIC sales playbook, sales engineering resources, and experienced sales leadership.