Enterprise Account Executive

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

📋 Description

• Acquire new customers and enhance initial deployments across various teams.

• Manage the complete sales process from account research and discovery to technical evaluation, negotiation, and closure.

• Develop and implement account strategies for large organizations with intricate software environments.

• Take charge of discovery, qualification, stakeholder alignment, negotiation, and closure.

• Generate qualified leads through focused prospecting, account research, and events.

• Create urgency around significant business challenges and build a compelling case for investment.

• Define next steps, secure customer commitments, identify obstacles, and steer opportunities toward a purchasing decision.

• Foster relationships across Engineering, Support, QA, and SRE; engage executive sponsors; and navigate finance, security, legal, and procurement processes.

• Collaborate with pre-sales and field engineering teams on technical proofs of value, ensuring agreed success criteria and measurable outcomes.

• Expand successful initial deployments into additional use cases, teams, and executive priorities.

• Employ MEDDIC/MEDDPICC and Command of the Message; keep forecasts and opportunity records updated in Salesforce.

• Provide customer insights to Product and Marketing and assist in establishing repeatable enterprise sales practices.

• Report directly to the Head of Sales and work closely with Marketing, partners, pre-sales, and field engineering teams.

⛳️ Requirements

• Over 5 years of full-cycle SaaS sales experience, including significant enterprise exposure.

• Proven track record of closing intricate, six-figure new-logo platform deals.

• Experience selling technical products to CTOs, VPs of Engineering, and other technical decision-makers.

• Preference for candidates with experience in developer tools, observability, DevOps, or AI platforms.

• Demonstrated ability to generate pipeline, penetrate new accounts, and secure business wins.

• History of meeting or surpassing sales quotas.

• Comprehensive understanding of enterprise platform sales, involving champion development, interaction with economic buyers, building business cases, and aligning multiple functions.

• Experience leading scoped POCs or proofs of value with technical partners and converting successful evaluations into revenue.

• Familiarity with MEDDIC/MEDDPICC and Command of the Message methodologies.

• Technical curiosity to comprehend customer software environments and engage in discussions about code, telemetry, and AI workflows.

• Experience as an early Account Executive at a startup, selling to private equity portfolio companies, or in regulated industries is a plus.

• Must be authorized to work in the United States.

• Employer sponsorship inquiries indicate that employment visa eligibility is pertinent.

🏝️ Benefits

• Equity participation.

• Commission structure.

• Comprehensive benefits package.

• Opportunity to collaborate directly with the CRO and founders.

• Partnership with technical teams to assist customers in demonstrating value.

• Chance to contribute to the development of an enterprise sales organization and shape the enterprise sales playbook.