About The Role
The Account Executive owns the full sales cycle for a B2B SaaS platform used by engineering, IT, and security teams to monitor cloud infrastructure, automate workflows, and improve system reliability. The role covers pipeline generation, discovery, technical evaluation, negotiation, and close across mid-market and enterprise accounts.
This role matters because customers rely on the platform to reduce downtime, control cloud costs, and operationalize data across tools such as AWS, Kubernetes, Datadog, Snowflake, and Slack. The account executive will work closely with solutions engineers, product, marketing, and customer success to connect technical capabilities to measurable business outcomes.
Key Responsibilities
- Own the full sales process from prospecting and discovery through technical validation, commercial negotiation, and close
- Build and manage qualified pipeline across mid-market and enterprise accounts using Salesforce, Outreach, LinkedIn Sales Navigator, and account-based research
- Lead discovery meetings with engineering, DevOps, IT, security, and finance stakeholders to identify operational priorities, pain points, and buying criteria
- Coordinate product demonstrations, proof-of-concept evaluations, and security reviews with solutions engineering and technical stakeholders
- Develop account plans, multi-thread relationships, mutual action plans, and accurate forecasts for assigned territories
- Partner with marketing and business development to refine messaging, target ICP segments, and convert campaigns into qualified opportunities
- Maintain disciplined CRM hygiene, including opportunity stages, close dates, next steps, MEDDICC or similar qualification data, and forecast commentary
What We Are Looking For
- 3-8 years of quota-carrying B2B software sales experience, preferably selling cloud infrastructure, observability, cybersecurity, data, or developer tools
- Track record of meeting or exceeding annual revenue targets in a mid-market or enterprise sales environment
- Strong understanding of technical buying cycles involving engineering, DevOps, IT, security, procurement, and executive stakeholders
- Experience running discovery, presenting software demonstrations, managing pilots or proof-of-concepts, and negotiating SaaS contracts
- Hands-on proficiency with Salesforce or a comparable CRM, plus sales-engagement and prospecting tools such as Outreach, Gong, or LinkedIn Sales Navigator
- Excellent written, verbal, presentation, forecasting, and stakeholder-management skills; comfortable working in a remote, distributed team
- Bonus: Experience selling into cloud-native organizations, familiarity with AWS, Azure, Kubernetes, observability, or data platforms, and a bachelor's degree in business, technology, or a related field