Account Executive

Responsibilities

• Drive New Customer Acquisition
• Possess 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
• Run Technical Sales Cycles
• 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
• Closely 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 cross-functionally
• 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 forecast accuracy
• Maintain disciplined pipeline management and forecasting
• Clearly communicate deal progress, risks, and next steps to leadership

Qualifications

• 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
• Demonstrates strong curiosity and the ability to quickly learn complex technical concepts
• Has a 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
• Willing to invest the effort required to succeed in complex enterprise sales