Account Executive, Digital Natives

Responsibilities

• Own a territory of high-growth, engineering-driven companies from prospecting through close.
• Identify high-impact accounts and develop strategies to win them.
• Build relationships across engineering, platform, DevOps, finance, and executive stakeholders.
• Run sales processes from initial conversations through technical evaluation, commercial negotiation, and close.
• Generate pipeline through targeted outbound, creative prospecting, events, referrals, and personal networks.
• Use product signals, engineering growth, cloud usage, funding, and hiring data to prioritize accounts.
• Partner with marketing and growth while maintaining territory ownership.
• Partner with Solutions Engineers on technical discovery, evaluations, and proof-of-concepts.
• Understand CI/CD, cloud infrastructure, developer workflows, and the economics of compute at scale.
• Translate improvements in speed, reliability, developer productivity, and infrastructure cost into business cases.
• Multithread across engineers, platform teams, engineering leadership, founders, and CTOs.
• Build champions and navigate technical, economic, organizational, security, procurement, legal, and commercial considerations.
• Maintain pipeline hygiene and forecast accurately.
• Bring customer and market feedback to product and engineering.
• Help refine messaging, qualification criteria, sales processes, and playbooks.
• Identify repeatable sales patterns and operate as an owner in an early-stage GTM organization.

Requirements

• 3+ years of quota-carrying Account Executive experience, ideally selling infrastructure, developer tools, cloud services, observability, security, or technical SaaS.
• Track record of consistently generating pipeline and winning net-new logos.
• Ability to sell to engineers and technical executives and build credibility with technical buyers.
• Curiosity and ability to learn how underlying technology works.
• Experience running structured sales processes while moving quickly when appropriate.
• Experience with both bottom-up adoption and top-down enterprise buying motions.
• Experience multithreading, building champions, and connecting technical value to business outcomes.
• Clear communication skills and ability to explain complex infrastructure concepts.
• Strong preparation, follow-through, and pipeline discipline.
• Interest in building sales playbooks and processes in an early-stage environment.

Nice-to-haves

• Experience selling to digital-native, startup, or developer-first companies.
• Experience selling CI/CD, developer infrastructure, cloud infrastructure, observability, databases, security, or adjacent products.
• Familiarity with GitHub Actions, CI pipelines, cloud economics, or developer productivity.
• Experience in a product-led growth environment.
• Experience at an early-stage or hypergrowth company.
• Experience building territories, outbound motions, or sales processes from scratch.

Compensation and Benefits

• Competitive base salary and uncapped commission.
• Meaningful equity.
• Medical, dental, and vision insurance.
• 401(k) match.
• Unlimited PTO.
• Early-exercise stock options.
• 12 weeks of fully paid parental leave in the U.S.
• Annual company offsite.