Account Executive (Tech / SaaS)

About the role

The Account Executive will own the full sales cycle for a cloud-based data and infrastructure platform, helping engineering, IT, and security teams modernize deployment workflows, improve observability, and manage production environments at scale. The role covers discovery through negotiation and close across mid-market and enterprise accounts. Based in Atlanta, GA with a remote work model, the role matters because customers rely on the platform to reduce operational risk and move faster without adding unnecessary complexity. Success requires translating technical challenges into measurable business outcomes and building consensus across engineering, security, finance, and executive stakeholders.

Key Responsibilities

• Build and manage a qualified pipeline across mid-market and enterprise accounts using outbound prospecting, partner referrals, and inbound demand
• Run discovery with engineering, DevOps, IT, and security leaders to identify infrastructure, observability, compliance, and workflow challenges
• Deliver tailored product demonstrations that connect cloud architecture, APIs, integrations, and security capabilities to customer requirements
• Manage multi-threaded sales cycles from qualification through proposal, procurement, legal review, and contract execution
• Maintain accurate opportunity data, forecasts, next steps, and activity records in Salesforce or a comparable CRM
• Collaborate with solutions engineers, product marketing, customer success, and leadership to develop account plans and close strategic opportunities
• Negotiate pricing and commercial terms while protecting deal quality, implementation readiness, and long-term customer value

Requirements

• 3-8 years of quota-carrying B2B SaaS or technology sales experience, including ownership of full-cycle deals
• Demonstrated success selling to technical buyers such as engineering, DevOps, IT, security, or infrastructure teams
• Working knowledge of cloud platforms and modern technical environments, including AWS, Azure, or Google Cloud, APIs, containers, Kubernetes, or observability tools
• Strong discovery, presentation, negotiation, and executive communication skills with the ability to explain technical concepts clearly
• Experience managing complex sales cycles with multiple stakeholders, structured qualification, and forecast discipline
• Proficiency with Salesforce or a comparable CRM, along with sales engagement and account research tools
• Bachelor’s degree in business, technology, communications, or a related field, or equivalent professional experience
• Bonus: experience selling data platforms, developer tools, cybersecurity, cloud infrastructure, or enterprise software and familiarity with MEDDICC or another structured sales methodology