Account Executive

Responsibilities

• Identify and develop new opportunities with engineering-driven organizations across the United States.
• Prospect into target accounts and build relationships with both 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.
• Work closely with Solutions Engineering, Product, and Customer Success.
• Share insights from the field to refine product positioning and sales strategy.
• Contribute to how we sell, who we target, and how we scale.
• Provide feedback on messaging, ICP, and sales process.
• Support hiring and onboarding as the team grows.
• Maintain disciplined pipeline management and forecasting.
• Clearly communicate deal progress, risks, and next steps to leadership.

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 the 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 the effort required to succeed in complex enterprise sales.

Compensation

• Base salary: $100,000 – $175,000 USD.
• Plus $100,000 – $175,000 USD commission, bonus, equity, and benefits.