Founding Account Executive, Stealth Product

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

📋 Description

• Manage the entire sales process from the initial conversation to closing deals, consistently achieving and surpassing quota and pipeline objectives.

• Contribute to establishing the EMEA go-to-market strategy for a new product line, including ideal customer profiles (ICP), messaging, objection handling, and pricing strategies.

• Create the initial group of reference customers and case studies that the broader go-to-market organization will utilize.

• Formulate and implement a regional strategy that pinpoints high-growth opportunities and unexplored markets throughout EMEA.

• Cultivate strong, mutually beneficial relationships with AWS Sales Leaders and Partner Managers to enhance co-selling efforts and increase market presence.

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

• Maintain precise forecast accuracy in Salesforce and ensure that every proposal reflects the quality of our offerings.

• Guide customers from their initial interest to contract completion, ensuring a seamless onboarding experience.

• Relay genuine customer feedback to product and marketing teams weekly. In a founding team, this feedback loop is essential.

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

⛳️ Requirements

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

• A successful history of selling cloud services with a solid understanding of consumption-based pricing models.

• At least 2+ years of sales experience in B2B SaaS with a consistent track record of meeting and exceeding sales targets.

• Comfort in selling innovative products, having successfully sold offerings prior to their presence in Gartner quadrants.

• A keen technical curiosity, with the ability to engage in discussions about AWS, Google Cloud, or Azure products and architectures.

• A genuine interest in FinOps and the operational aspects of how engineering teams utilize cloud resources. While practical experience is not necessary, a passion for the subject is essential.

• Capability to build influential relationships across complex organizations and transform professional networks into genuine partnerships.

• A proactive "roll up your sleeves" mindset that is evident in 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