Commercial Account Executive – Expansion
New
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New RelicObservability Platform
APACFull-TimeSenior
Salary not disclosed
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Job Details
- Experience
- 5+ years
- Required Skills
- SalesforceSaaS
Requirements
- 5+ years of experience in Enterprise Account Management or Sales (AE/SAE)
- Proven track record of driving Land-and-Expand motions in high-growth SaaS environments (e.g., Elastic, New Relic, or Grafana)
- Maintaining long relationships with existing customers
- Expert-level experience in "competitive displacement"
- Identifying "shelfware" and articulating the ROI of moving from fragmented tools to a unified observability and security platform
- Ability to translate raw technical consumption (GBs ingested, host counts, or microservices) into business-level ROI and Value Realization frameworks for C-suite stakeholders
- Experience acting as a "Player-Coach"
- Contributing to the FY27 Sales Playbook
- Managing complex, multi-BU (Business Unit) expansions and global master service agreements
- Degree in Business, Marketing, or equivalent practical experience navigating complex, multi-layered enterprise sales cycles and MEDDPICC-based forecasting
- Strong track record of achieving or exceeding revenue targets
- Experience engaging senior stakeholders, or the capability and credibility to do so effectively
- Experience with SFDC
- Ability to provide credible customer references
Responsibilities
- Act as the designated Pipe Owner for strategic existing customers
- Convert high-velocity product usage into high-value enterprise partnerships
- Lead the transition from tactical, "bottom-up" adoption to enterprise-wide, "top-down" commitments
- Ensure the New Relic platform becomes the foundational observability and security layer for the customer’s entire digital estate
- Proactively mine consumption data and telemetry to identify Consumption Opportunities (CO)
- Convert elastic usage into predictable Annual Committed Revenue (ACR)
- Map existing accounts to identify silos using legacy point solutions
- Execute aggressive "Take-out" strategies to drive platform consolidation
- Execute mandatory Customer Business Reviews (CBRs)
- Maintain live Account Plans to ensure technical usage aligns with customer's FY27 business goals and digital transformation milestones
- Secure "Access to Power" by navigating beyond DevOps leads to Economic Buyers (CTO/CIO/VP Eng)
- Secure multi-year, 5+ -figure commitments and Global MSAs
- Lead with OpenTelemetry (OTel), AI-driven analytics (AIOps), and Security (SIEM/CSPM) capabilities to drive "Center of Excellence" models and estate-wide displacement of niche competitors
- Drive expansion across a portfolio of established organisations set up in the Commercials segment (Below $100k Customers) for APAC
- Represent the full New Relic platform, connecting to address complex, cross-functional business challenges
- Maintain disciplined pipeline management and forecasting accuracy within a complex, multi-opportunity environment
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