Account Executive - Enterprise Sales

What You'll Do

• Orchestrate value:
  Develop and execute detailed, multi-year strategic account plans for a defined portfolio of high-value, complex enterprise customers.
• Executive alignment:
  Establish deep, trusted-advisor relationships with key decision-makers, aligning our observability platform with their critical business initiatives and digital transformation goals.
• Drive enterprise growth:
  Proactively identify, qualify, and close complex six-figure and seven-figure expansion opportunities (upsell, cross-sell) by deeply understanding the customer's technical architecture, developer workflow, and evolving monitoring needs.
• Lead the virtual team:
  Masterfully lead and coordinate the virtual account team, including Solution Consultants, SDRs and Marketing, ensuring a cohesive and sophisticated customer engagement strategy throughout the sales cycle.
• Forecasting excellence:
  Maintain an impeccable sales pipeline and deliver accurate quarterly and annual forecasts using Salesforce, providing insightful analysis on deal health and strategic next steps.
• Negotiation & closure:
  Lead negotiations for large-scale, enterprise-level agreements and renewals, managing procurement processes and legal complexities efficiently.

• Extensive experience in a quota-carrying, enterprise-focused B2B SaaS sales role, with significant experience in expansion and complex renewals.
• Enterprise selling skills:
  Proven ability to manage multi-stakeholder, 6- and 7-figure deals with a sales cycle exceeding 6 months, demonstrating command of MEDDPIC/Challenger/Value-based selling methodologies.
• Executive communication:
  Exceptional ability to communicate highly technical concepts to both technical leaders and business executives in a clear, compelling, and financially sound manner.
• Strong understanding of the German business culture and enterprise landscape.

Visa sponsorship is not available for this position.

Fostering a diverse, welcoming and inclusive environment is important to us. We work hard to make everyone feel comfortable bringing their best, most authentic selves to work. We celebrate our talents' different backgrounds and abilities.

Candidates are evaluated based on qualifications, regardless of race, religion, ethnicity, national origin, sex, sexual orientation, gender expression or identity, age, disability, neurodiversity, veteran or marital status, political viewpoint, or other legally protected characteristics.