Enterprise Account Executive

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

📋 Description

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

• Collaborate with solution engineers to facilitate Proof of Value engagements within customer settings.

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

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

• Construct business cases that translate technical capabilities into quantifiable business results.

• Present business cases effectively to C-level executives.

• Implement a structured plan for territory management.

• Research prospective accounts and craft tailored value propositions.

• Rigorously qualify opportunities in accordance with the sales methodology.

• Lead the discovery process, build champions, manage objections, negotiate, and close deals.

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

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

• Develop early-stage pipelines, initiate Proof of Value engagements, cultivate executive relationships, secure new logos, meet quotas, and establish a long-term land-and-expand strategy in the territory.

⛳️ Requirements

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

• Familiarity with conceptual or Proof of Value-led sales strategies.

• Proven success in displacing existing competitors.

• Skilled in constructing compelling ROI-focused business cases.

• Established ability to win new logos through proactive pipeline generation.

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

• Consistent performance over the past 5 to 7 years.

• At least two consecutive years of achieving quotas or ranking at the top of peer groups.

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

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

• Awareness of industry and market trends.

• Adherence to a repeatable, structured sales process.

• Proficiency in MEDDIC qualification or equivalent methodologies such as MEDDPICC or Command of the Message.

• Strong discovery skills and thoughtful questioning techniques.

• Capability to identify and nurture Champions.

• Competence in building and presenting executive-level business cases.

• Ability to manage objections with poise.

• Attributes of being hungry, humble, smart, driven, persistent, coachable, and intuitive.

• Strong inclination towards action and urgency.

• Detail-oriented and adaptable in various situations.

• High level of integrity.

• Alignment with EMEA standards of excellence.

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

• Background in selling cloud-native technologies on platforms such as AWS, GCP, or Azure.

• Experience in selling data platforms, data lakes, or analytics infrastructure.

🏝️ Benefits

• Uncapped commission structure.

• Significant stock options.

• Competitive base salary.

• Opportunity to work with a team of high-caliber sellers and engineers.

• Access to sales methodologies and support from seasoned sales leaders.

• Rapid development and career advancement opportunities.

• Promotion opportunities for top achievers.

• Commitment to being an equal opportunity employer.