Enterprise Account Executive

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

📋 Description

• Report directly to the Chief Revenue Officer.

• Manage a territory of large enterprise accounts that have not previously purchased from OpenObserve.

• Prioritize accounts according to observability expenditure, renewal dates of existing contracts, and usage of open-source solutions.

• Maintain documented strategies for key accounts.

• Generate the majority of the sales pipeline through executive outreach, events, community engagement, and partnerships.

• Collaborate with the SDR team to implement account-based strategies.

• Develop relationships with engineers, infrastructure leaders, CTOs, and CIOs.

• Identify and engage key champions and economic decision-makers.

• Manage full-cycle deals from initial meetings through technical discovery, proof of concepts, security evaluations, procurement, legal negotiations, and closing.

• Lead deal teams that include solutions engineering, executive sponsors, and legal representatives.

• Successfully win competitive displacement deals against Datadog, Splunk, or Elastic.

• Create phased migration strategies.

• Develop Total Cost of Ownership (TCO) and Return on Investment (ROI) business cases for finance and procurement teams.

• Determine initial contract sizes and outline opportunities for account growth.

• Qualify opportunities utilizing the MEDDPICC framework.

• Maintain accurate sales pipeline and forecasts in HubSpot.

• Provide insights and feedback from enterprise buyers to product, marketing, and leadership teams.

• Assist in the creation of the enterprise sales playbook.

• Meet a new logo bookings quota in the range of $1M to $1.2M ARR.

⛳️ Requirements

• Minimum of 4 years of experience in full-cycle B2B software sales.

• At least 2 years of experience closing new logos within enterprise accounts.

• Proven track record of achieving or surpassing sales quotas over multiple years.

• Experience selling development tools, infrastructure, cloud solutions, or observability products to engineering and platform organizations as well as engineering leaders.

• Experience managing multi-stakeholder deals that involve security assessments, procurement processes, and legal negotiations.

• Self-motivated and proficient prospector capable of building a sales pipeline from the ground up.

• Technical knowledge of Kubernetes, cloud cost structures, log pipelines, and monitoring architectures.

• Ability to present cost models to CIOs or CFOs and engage in whiteboarding sessions with SRE leads.

• Strong intellectual curiosity and excellent account research skills.

• Comfort with ambiguity and the ability to develop processes in early-stage environments.

• History of effectively selling value.

• Required timezone overlap for essential collaboration hours.

• Willingness to engage with customers frequently and travel approximately 25% of the time.

🏝️ Benefits

• Uncapped commission structure.

• Significant equity opportunities.

• Dedicated solutions engineering support for every evaluation.

• Access to founder and executive support during deals.

• Comprehensive benefits package.

• Flexible work schedule.

• Unlimited Paid Time Off (PTO).

• Opportunities for career advancement to strategic accounts or enterprise team leadership.

• Approximately 25% travel for customer meetings, events, and team offsite gatherings.