Enterprise Account Executive - Bay Area

About the role

We’re looking for a driven Enterprise Account Executive to help organizations adopt Pulumi’s modern infrastructure platform—enabling teams to build, deploy, and manage cloud infrastructure using the full power of software engineering.

Responsibilities

• Own and close complex enterprise deals to consistently exceed monthly, quarterly, and annual bookings goals.
• Proactively build and manage a robust pipeline by proactively engaging target accounts and converting high-quality inbound opportunities.
• Lead executive-level conversations with CIOs, CTOs, and business leaders, uncovering critical initiatives and aligning our solutions to their strategic priorities.
• Orchestrate cross-functional account teams—including Customer Engineering, Professional Services, Marketing and Product—to deliver tailored solutions and maximize customer value.
• Develop deep expertise in our platform and competitive landscape to effectively position differentiated value in the market.
• Drive continuous improvement by refining sales strategies, tools, and processes to accelerate growth

Requirements

• 6+ years of quota-carrying enterprise sales experience, consistently exceeding targets in competitive, fast-paced markets.
• Proven ability to lead complex sales cycles, build business champions, and drive executive-level engagement.
• Expertise in articulating the business value of complex technology solutions to both technical and non-technical stakeholders.
• Deep expertise in modern sales methodologies (e.g., MEDDICC, Challenger, SPIN) and a track record of disciplined, process-driven pipeline management.
• Experience selling SaaS, infrastructure software, DevOps, or open source technologies.
• Proven ability to establish credibility with both developers and executive leadership, driving alignment and buy-in across technical and business stakeholders.
• Strong time and resource management skills with a structured, strategic approach to qualifying and closing opportunities.
• Relentless drive to win: competitive, growth-oriented, and passionate about building business in a high-momentum market.
• Effective communicator—written, verbal, and presentation—with attention to detail and a focus on leading customers toward next steps in complex sales cycles.
• Customer-first mindset, with a commitment to long-term success and value creation for clients.

Qualifications

• Proven success in enterprise sales, preferably in a tech or software context.
• Experience with Pulumi’s platform and/or related technologies.
• Ability to work independently and as part of a team.
• Passion for technology and a desire to innovate in the cloud space.

Skills

• Strong communication and interpersonal skills.
• Ability to build and maintain relationships with executives and other key stakeholders.
• Knowledge of sales methodologies and best practices.
• Experience with CRM tools and sales tracking.

Benefits

Compensation:

• Base Salary Hiring Range: $90,000 - $175,000 (OTE Range: $180,000 - $350,000)
• All full time employee offers at Pulumi include base salary, bonus or variable, equity and benefits (details below).
• Sales Account Executive roles are also eligible for uncapped incentive pay, which can exceed 100% of the offered On Target Earnings (OTE) depending on quota attainment.

Pay

Compensation details provided above.

Schedule

This role will be located remotely in the Bay Area, San Francisco area.