Enterprise Account Executive
Owns complex technical sales cycles for engineering observability platform, prospecting engineering teams, leading evaluations with Solutions Engineering, and closing high-value enterprise deals. Requires 6-10+ years B2B sales experience selling technical products to engineers.
About the job
Responsibilities
- Drive new customer acquisition by identifying and developing opportunities with engineering-driven organizations across the United States
- Prospect into target accounts and build relationships with technical and executive stakeholders
- Develop account strategies and manage a pipeline of qualified opportunities
- Lead discovery conversations to understand system architecture, telemetry workflows, and engineering challenges
- Partner with Solutions Engineering and Product to guide technical evaluations and pilots
- Define success criteria and drive evaluations toward clear technical and business outcomes
- Own opportunities from initial engagement through contract signature
- Align technical validation with commercial decision-making
- Navigate procurement, legal, and security processes, including enterprise and government-adjacent environments
- Collaborate with Solutions Engineering, Product, and Customer Success
- Share insights from the field to refine product positioning and sales strategy
- Contribute to US go-to-market motion, including messaging, ICP, and sales process
- Maintain disciplined pipeline management and forecasting
Requirements
- 6–10+ years of experience in a quota-carrying B2B sales role
- Experience selling technical or complex products (e.g., SaaS, developer tools, engineering software, or infrastructure platforms)
- Comfortable engaging deeply with technical stakeholders such as engineers, architects, and technical leaders
- Strong curiosity and ability to quickly learn complex technical concepts
- Track record of meeting or exceeding revenue targets
- Communicates clearly and confidently with both technical and executive audiences
- Thrives in early-stage environments where processes are still evolving
- Highly motivated and willing to invest effort in complex enterprise sales
Compensation
Base salary: $100,000 – $150,000 USD, plus $100,000 – $150,000 USD commission, bonus, equity, and benefits.
Skills
SaaS, Developer Tools, Pipeline Management, Technical Sales, Account Strategy, Forecasting, Procurement, Enterprise Sales, B2B Sales, Quota Carrying
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