Enterprise Account Executive

Job Description:

• Report directly to the Chief Revenue Officer
• Own a territory of large enterprise accounts that have never bought from OpenObserve
• Prioritize accounts based on observability spend, incumbent renewal dates, and open-source usage
• Maintain written plans for top accounts
• Source most pipeline through executive outreach, events, community, and partners
• Execute account-based plays with the SDR team
• Build relationships with engineers, infrastructure leaders, CTOs, and CIOs
• Identify and engage champions and economic buyers
• Run full-cycle deals from first meeting through technical discovery, POC, security review, procurement, legal, and close
• Lead deal teams involving solutions engineering, executive sponsors, and legal
• Win competitive displacement deals against Datadog, Splunk, or Elastic
• Develop phased migration approaches
• Build TCO and ROI business cases for finance and procurement
• Size initial contracts and establish paths for account expansion
• Qualify opportunities using MEDDPICC
• Maintain accurate pipeline and forecasts in HubSpot
• Provide enterprise buyer feedback to product, marketing, and leadership
• Help develop the enterprise sales playbook
• Achieve a $1M–$1.2M ARR new-logo bookings quota

Requirements:

• 4+ years of full-cycle B2B software sales experience
• 2+ years closing new logos in enterprise accounts
• Track record of hitting or exceeding quota over several years
• Experience selling devtools, infrastructure, cloud, or observability products to engineering and platform organizations and engineering leaders
• Experience running multi-stakeholder deals involving security reviews, procurement, and legal redlines
• Self-starter and skilled prospector able to build pipeline from scratch
• Technical understanding of Kubernetes, cloud costs, log pipelines, and monitoring architecture
• Ability to present cost models to CIOs or CFOs and whiteboard with SRE leads
• Intellectual curiosity and deep account research skills
• Comfort with ambiguity and building processes in early-stage environments
• Track record of selling value
• Required timezone overlap for core collaboration hours
• Expectation to be in front of customers regularly and travel approximately 25% of the time

Benefits:

• Uncapped commission
• Meaningful equity
• Solutions engineering support on every evaluation
• Founder and executive support in deals
• Full benefits
• Flexible schedule
• Unlimited PTO
• Growth paths to strategic accounts or enterprise team leadership
• Approximately 25% travel for customer meetings, events, and team offsites