Enterprise Account Executive

Responsibilities

• Penetrate and close new business within large enterprise accounts across North America.
• Develop and execute multi-threaded account plans, building relationship maps from developer teams to C-level executives.
• Lead complex commercial negotiations involving procurement, legal, and security reviews, including multi-year agreements.
• Coordinate Solutions Architects, leadership, and product specialists to deliver value to prospects.
• Articulate ROI and build business cases addressing enterprise technical and financial drivers.
• Generate pipeline through strategic outbound prospecting into cold enterprise accounts.
• Provide accurate sales forecasts using CRM and rigorous qualification methodologies.

Requirements

• 3+ years of experience in quota-carrying enterprise software sales focused on new-logo acquisition.
• Track record of exceeding a $1M+ quota and managing multiple large deals in parallel.
• Mastery of a value-based sales methodology such as MEDDPICC or Command of the Message.
• Experience managing complex, multi-stakeholder sales cycles lasting 6–12 months.
• Strong business acumen and fluency in ROI and total cost of ownership.
• Ability to generate pipeline through strategic outbound prospecting into cold enterprise accounts.
• Resilience and resourcefulness in managing timelines and closing business.

Nice to Have

• Experience in observability, DevOps, cloud infrastructure, or data platforms.
• Existing relationships with C-level and VP-level technology leaders in North America.
• Familiarity with OpenTelemetry and the observability ecosystem at scale.
• Experience in a high-growth, venture-backed startup environment.

Compensation and Benefits

• Competitive salary and meaningful equity participation.
• Flexible, remote-first work environment.
• $60/month phone and internet allowance.
• Location-specific benefits.
• Collaborative, fast-moving team culture.
• Career growth and development opportunities.
• Direct access to founders and leadership.