Strategic Account Executive

This is a fully remote position, open to applicants in California, +2 more states.

📋 Description

• Manage a territory consisting of 50–60 accounts.

• Establish a self-sustaining pipeline with an SDR using outbound strategies, Account-Based Marketing (ABM), partner co-selling, and AI tools.

• Maintain a quota coverage of 3–4 times.

• Engage with economic decision-makers such as CTOs, CDOs, and VPs of Data/AI at an early stage.

• Cultivate internal advocates and develop multi-threading strategies for every deal.

• Lead the discovery process.

• Collaborate with Sales Engineering to co-create Business Value Assessments.

• Deliver business cases to executive decision-makers.

• Successfully close six- and seven-figure, multi-year agreements through procurement, security reviews, and legal processes.

• Draft account plans that expand initial successes into multi-departmental engagements.

• Provide competitive insights and deal learnings to Sales Leadership, Product, and Marketing teams.

• Pursue new logos and manage full-cycle enterprise deals across a territory of 50–60 accounts.

• Contribute to the development of the upmarket sales playbook and transform victories into scalable market share.

⛳️ Requirements

• Demonstrated success in securing larger enterprise deals with new logos through intricate, multi-year sales cycles.

• Achieved or exceeded quotas by generating your own pipeline rather than relying on an inherited book of business.

• Background in selling within the data ecosystem, observability, or infrastructure sectors.

• Proficient in discussing pipelines, observability, and AI readiness with technical stakeholders.

• Experience with value selling and possessing a strong executive presence.

• Skilled in developing internal champions and constructing compelling business cases.

• Familiarity with the MEDDPICC framework for deal qualification.

• Experience engaging with C-level executives.

• Proven track record in startup or scale-up environments that lack a well-defined playbook.

• Capable of instilling urgency regarding problems without an established budget for solutions.

• Experience with usage-based pricing or a keen interest in adoption-based forecasting is advantageous.

• Authorized to work for any employer in the United States.

🏝️ Benefits

• Equity / stock options.

• Eligibility for commission.

• Comprehensive healthcare plans.

• 401k Retirement Plan.

• Wellness Stipend.

• Home Office Stipend.

• Reimbursement for cell phone or WIFI expenses.

• Paid Parental Leave.

• Flexible Time Off policy.

• Generous Travel Policy.

• Remote-first work environment.

• Competitive compensation package.