Account Executive
Account Executive owning complex technical sales cycles with engineering teams building advanced systems like rockets, satellites, and autonomous vehicles. Requires 6+ years quota-carrying B2B sales experience selling technical products, with deep engagement of technical stakeholders.
About the job
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.
Skills
Technical Sales, Complex Sales Cycles, B2B Sales, Pipeline Management, Stakeholder Engagement, Enterprise Sales, SaaS Sales, Developer Tools Sales
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