Enterprise Account Executive

5+ years of full-cycle SaaS sales experience 2+ years selling to technical stakeholders Experience selling products with SDKs, integrations, or developer-focused value propositions Proven ability to manage 6–9 month deal cycles with $75K–$150K ACV Familiarity with DevOps, mobile development, or observability is a strong plus Experience executing POVs/POCs with engineering teams Fluent in articulating technical and business value to multiple stakeholders Experience using MEDDPICC, Command of the Message, or similar methodologies Strong collaboration skills. Thrives in a deal-team model with SEs, SDRs, and partners Naturally curious, competitive, and intellectually agile

Own the full sales cycle from prospecting to close across enterprise and mid-market accounts Cultivate opportunities through outbound prospecting, inbound leads, and strategic partnerships Drive and manage proof-of-value (POV) trials, partnering with Solutions Engineers Engage both technical buyers and executive sponsors Lead value-based sales conversations to differentiate Embrace Build and execute deal strategies using MEDDPICC or similar frameworks Collaborate with SDRs, SEs, Marketing, and Customer Success Maintain pipeline hygiene and forecasting discipline in Salesforce and Gong Represent Embrace at events, onsite meetings, and partner-led field activities