Account Executive (Tech / SaaS)

About the role

The Account Executive will sell cloud infrastructure and application observability software to engineering, DevOps, security, and IT leaders. The role owns the full enterprise sales cycle, from account strategy and technical discovery through solution alignment, commercial negotiation, and close. Based remotely in San Diego, the role will translate complex platform capabilities—including Kubernetes monitoring, API integrations, incident response, and usage analytics—into measurable business outcomes. Success depends on building qualified pipeline, running disciplined multi-threaded deals, and partnering closely with solutions engineering and customer success.

Responsibilities

• Build and manage a territory plan focused on high-growth technology companies and enterprise accounts
• Generate pipeline through targeted outbound prospecting, partner referrals, events, and expansion opportunities
• Run discovery with engineering, DevOps, security, and IT stakeholders to identify infrastructure, reliability, and operational pain points
• Lead technical demonstrations and proof-of-value programs in partnership with solutions engineers
• Manage complex sales cycles in Salesforce, including qualification, forecasting, mutual action plans, and next-step documentation
• Negotiate contracts and close new business while maintaining accurate forecasts and consistent deal hygiene
• Partner with marketing, product, and customer success teams to refine messaging, support competitive positioning, and drive expansion revenue

Requirements

• 3-8 years of quota-carrying B2B technology sales experience, preferably selling SaaS, cloud infrastructure, observability, cybersecurity, or developer tools
• Demonstrated success closing new business with mid-market or enterprise customers and consistently achieving revenue targets
• Experience selling to technical and executive stakeholders, including VP Engineering, CTO, CIO, DevOps, SRE, and security teams
• Strong understanding of cloud and modern application environments, including AWS or Azure, Kubernetes, APIs, CI/CD, and SaaS deployment models
• Proficiency with Salesforce and sales engagement, forecasting, and conversation-intelligence tools such as Outreach, Gong, or equivalent platforms
• Excellent discovery, presentation, negotiation, written communication, and account-planning skills
• Bonus: experience with MEDDICC or another structured sales methodology, selling observability or developer platforms, and managing seven-figure enterprise pipelines