Enterprise Account Executive
Own enterprise sales across new business, expansion, and renewals for a technical data platform, managing complex evaluations, procurement, and commercial closes. Requires 6+ years selling infrastructure to enterprise buyers, technical fluency, and experience with consumption-based models.
About the job
Responsibilities
- Own the full sales cycle for new and existing enterprise accounts, from initial conversation through security review, procurement, and close.
- Grow existing accounts through new teams, use cases, expansions, renewals, and consumption commitments.
- Build pipeline in new accounts, including developer-led and self-serve adoption.
- Monitor usage and consumption trends, identify churn or expansion signals, and create account expansion plans.
- Multi-thread relationships across data platform teams, budget owners, security, executives, and other stakeholders.
- Partner with Solutions Architects on technical evaluations while owning commercial strategy and deal closure.
- Manage security questionnaires, legal redlines, vendor onboarding, and BYOC or private-deployment requirements.
- Develop internal business cases covering TCO, migration plans, and risk mitigation.
- Maintain accurate Salesforce records and provide reliable forecasts.
- Participate in developer meetups, conferences, and territory events.
Requirements
- 6+ years of experience selling technical infrastructure to enterprise buyers, such as databases, data platforms, cloud infrastructure, observability, or developer tooling.
- Track record of closing complex deals involving security review, legal, and procurement.
- Technical fluency sufficient to conduct architecture conversations and explain workload migrations.
- Experience carrying a hybrid quota across new business, expansion, and renewals.
- Experience with consumption-based or usage-metered commercial models.
- Experience selling to both developer-led, bottom-up adoption and top-down stakeholders.
- Ability to orchestrate cross-functional contributors without direct authority.
- Accurate sales forecasting, including in challenging situations.
Nice-to-haves
- Experience working with AI-native companies and their data infrastructure needs.
Compensation and Benefits
- USD $500 home-office setup allowance for remote employees.
- Healthcare contributions.
- Company stock options.
- Flexible time off in the United States and generous leave entitlement in other countries.
- Opportunities to attend company-wide offsites.
Skills
Salesforce, Cloud Infrastructure, Data Platforms, Databases, Observability, Developer Tooling, Enterprise Sales, Technical Sales, Security Reviews, Procurement, Consumption-Based Pricing, Byoc, Private Deployment, Tco Analysis, Forecasting
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