Enterprise Account Executive
New
O
OpenObserveObservability software
Remote, United States., Timezone overlap for core collaboration hours required.Full-TimeExecutive
SalaryOTE: $220K–$280K (50/50 split), plus equity. Compensation: $250K–$300K OTE, uncapped commission, and meaningful equity.
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Job Details
- Experience
- 4+ years of full-cycle B2B software sales experience, including 2+ years closing new logos in enterprise accounts.
- Required Skills
- HubSpot
Requirements
- Have 4+ years of full-cycle B2B software sales experience.
- Have 2+ years of experience closing new logos in enterprise accounts.
- Show a multi-year track record of meeting or exceeding quota, with specific new-logo wins.
- Have sold devtools, infrastructure, cloud, or observability to engineering and platform organizations and engineering leaders.
- Be able to manage multi-stakeholder deals, including security reviews, procurement, and legal redlines.
- Be a skilled prospector who can build pipeline from scratch without relying on inbound volume.
- Understand Kubernetes, cloud costs, log pipelines, and monitoring architecture well enough to discuss them with customers.
- Be able to present cost models to CIOs or CFOs and discuss technical topics with SRE leads.
- Be comfortable working in an early-stage environment with ambiguity and evolving processes.
- Be available for timezone overlap during core collaboration hours.
- Expect to travel around 25% for customer meetings, events, and team offsites.
Responsibilities
- Own and prioritize a defined territory of enterprise accounts, maintaining written plans for top accounts.
- Source most of your pipeline through executive outreach, events, community, and partners, and coordinate account-based plays with the SDR team.
- Build relationships with stakeholders from engineers to infrastructure executives, CTOs, and CIOs, identifying and engaging champions and economic buyers.
- Lead deals from first meeting through technical discovery, POC, security review, procurement, legal, and close.
- Coordinate solutions engineering, executive sponsors, and legal as the deal team lead.
- Compete for accounts using Datadog, Splunk, or Elastic, timing outreach around renewals and presenting phased migrations.
- Build TCO and ROI models for finance and procurement.
- Size initial contracts to win and establish a path for account growth.
- Qualify opportunities with MEDDPICC and maintain accurate pipeline and forecasts in HubSpot.
- Share enterprise buyer feedback with product, marketing, and leadership.
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