Founding Account Executive, Stealth Product

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

📋 Description

• Take charge of the complete sales cycle from the initial conversation to the finalized deal, consistently achieving and surpassing quota and pipeline objectives.

• Assist in shaping the North America go-to-market strategy for a new product line, including Ideal Customer Profile (ICP), messaging, handling objections, and pricing strategy.

• Establish the first cohort of reference customers and case studies that the rest of the Go-To-Market (GTM) organization will utilize.

• Create and implement a regional strategy that pinpoints high-growth opportunities and untapped markets throughout North America.

• Forge deep, mutually beneficial relationships with AWS Sales Leaders and Partner Managers to co-sell and increase market presence.

• Collaborate with Forward Deployed Engineers and Solutions Architects to address the most challenging technical issues prospects encounter.

• Ensure rigorous forecast accuracy in Salesforce and guarantee that every proposal reflects the quality of what we deliver.

• Guide customers from initial interest through to contract execution, setting them up for an exceptional onboarding experience.

• Provide authentic customer feedback to product and marketing teams weekly. In a founding team, maintaining this feedback loop is crucial.

• Create your own sales pipeline through prospecting, networking, and innovative outreach, rather than solely relying on leads provided to you.

⛳️ Requirements

• Proven experience managing full sales cycles in the technology sector, preferably in new business roles focused on selling SaaS, PaaS, or IaaS products.

• A history of successfully selling cloud services and a comprehension of how consumption-based models function.

• At least 2 years of quota-carrying sales experience in B2B SaaS, with a consistent record of meeting and exceeding sales targets.

• Comfort with selling innovative products. You have marketed a product even before it gained recognition in a Gartner quadrant, and you preferred that environment.

• A strong technical curiosity. You have a solid understanding of the cloud computing landscape and can engage in discussions regarding AWS, Google Cloud, or Azure products and architecture.

• A genuine interest in FinOps and how engineering organizations utilize cloud services. While you don’t need to be a practitioner, your concern for the topic is essential.

• Capability to cultivate influential relationships across matrixed organizations and convert professional networks into tangible partnerships.

• A proactive "roll up your sleeves" attitude that permeates both sales and business development efforts.

🏝️ Benefits

• Unlimited PTO

• Flexible Working Options

• Health Insurance

• Parental Leave

• Employee Stock Option Plan

• Home Office Allowance

• Professional Development Stipend

• Peer Recognition Program