About The Role
The Account Executive will sell cloud infrastructure and developer security software to engineering, DevOps, and IT leaders at mid-market and enterprise companies. The role covers the full sales cycle—from account planning and technical discovery through solution validation, negotiation, and close.
You will translate complex platform capabilities such as observability, API security, CI/CD integrations, and Kubernetes workflows into measurable business outcomes. The role partners closely with solutions engineers, product, marketing, and customer success to build qualified pipeline and drive durable revenue growth across the New York market while working remotely.
Key Responsibilities
- Own the full sales cycle from prospecting and discovery through product demonstrations, security review, procurement, negotiation, and close
- Build and execute account plans for engineering, DevOps, platform, security, and IT stakeholders across mid-market and enterprise accounts
- Run consultative discovery to identify infrastructure, application performance, compliance, and developer productivity challenges
- Partner with solutions engineers to design technical evaluations, proof-of-concepts, and integrations with tools such as AWS, Azure, Kubernetes, GitHub, Jira, and Datadog
- Maintain accurate opportunity stages, forecasts, next steps, and close plans in Salesforce or a comparable CRM
- Generate pipeline through targeted outbound campaigns, executive networking, partner referrals, and expansion opportunities within existing accounts
- Collaborate with marketing and customer success to refine messaging, support references, and convert successful deployments into expansion revenue
What We Are Looking For
- 3-8 years of quota-carrying B2B technology sales experience, including experience selling SaaS, cloud infrastructure, cybersecurity, developer tools, or observability platforms
- Demonstrated success managing complex sales cycles with multiple technical and economic stakeholders
- Strong understanding of cloud architecture, DevOps workflows, APIs, CI/CD, containers, or related technical concepts; able to engage credibly with engineering and IT teams
- Experience using Salesforce or a comparable CRM, along with sales engagement, forecasting, and account-planning tools
- Excellent discovery, presentation, negotiation, written communication, and executive relationship-building skills
- Bachelor’s degree in business, technology, engineering, or a related field, or equivalent professional experience
- Bonus: Experience selling to enterprise security or platform teams, familiarity with MEDDPICC or another structured sales methodology, and an existing network in the New York technology market