Account Executive; Tech​/SaaS

About The Role

The Account Executive owns the full sales cycle for a cloud-based infrastructure and observability platform, helping engineering, Dev Ops, and IT teams improve system reliability, monitor distributed applications, and reduce operational risk.

The Account Executive owns the full sales cycle for a cloud-based infrastructure and observability platform, helping engineering, Dev Ops, and IT teams improve system reliability, monitor distributed applications, and reduce operational risk. The role combines consultative selling with technical discovery. You will build pipeline, run multi-threaded evaluations, coordinate product demonstrations, and guide prospects from initial conversation through security review, procurement, and close.

• Prospect into mid-market and enterprise accounts using email, phone, Linked In, account-based research, and sales-engagement tools
• Manage qualified opportunities from discovery through negotiation and close in Salesforce or a comparable CRM
• Lead technical discovery with engineering, Dev Ops, SRE, security, and IT stakeholders to identify monitoring, logging, alerting, and incident-response requirements
• Deliver tailored product demonstrations and coordinate proof-of-concept evaluations with solutions engineers and product specialists
• Build and maintain accurate forecasts, opportunity plans, mutual action plans, and next steps for active pipeline
• Navigate security reviews, legal terms, procurement processes, and executive-level negotiations to achieve quarterly and annual bookings targets
• Partner with marketing, solutions engineering, and customer success to refine messaging, improve win rates, and support expansion opportunities

• 3-8 years of quota-carrying B2B technology sales experience, including experience selling SaaS, cloud infrastructure, cybersecurity, observability, or developer tools
• Consistent record of meeting or exceeding revenue targets in a full-cycle Account Executive role
• Strong understanding of technical buying processes involving engineering, Dev Ops, SRE, IT, security, and procurement teams
• Experience using Salesforce or a comparable CRM, along with sales-engagement, forecasting, and video-conferencing tools
• Excellent discovery, presentation, negotiation, and written communication skills; able to translate technical capabilities into measurable business outcomes
• Bachelor's degree in business, marketing, computer science, engineering, or a related field, or equivalent professional experience
• Bonus:
  Experience with MEDDICC, Challenger, or another structured sales methodology; familiarity with Kubernetes, AWS, Azure, GCP, APIs, or modern observability platforms