СШАEnterprise Account Executive-South Bay
1 мес. назад
300k–350k USD / годСШАRemote
salesforcecrm
Manage full sales cycle and grow enterprise accounts for 's data platform in South Bay.
Обязанности
- You'll own a mostly greenfield enterprise territory and have a core focus on generating new logos
- New business usually starts with a team already running — open source, or a Cloud account someone expensed — until a bill or a security review pushes the conversation up to the platform team and the budget owner. Common triggers: an Elasticsearch or Splunk bill that's hard to defend, a warehouse that can't serve a customer-facing feature fast enough, an AI product querying tens of billions of rows.
- Own the full sales cycle for both new and existing accounts in your territory — first conversation through security review, procurement, and close, on Cloud commitments and multi-year committed spend.
- Grow your install base by landing new teams and new use cases inside accounts that already buy from us.
- Own renewals and consumption commitments, working with your Solutions Architect and Support to get ahead of usage and churn risk.
- Watch consumption trends across your accounts and engage early when usage flattens or spikes. Both are signals.
- Find and convert existing usage in new accounts. Unmanaged open-source deployments and self-serve Cloud accounts are the highest-yield source of new pipeline in this segment.
- Multi-thread across the data platform team, the budget owner, security, and the executive sponsor rather than relying on a single champion.
- Work with your Solutions Architect through the technical evaluation. They own the technical win, you own the commercial strategy and the close.
- Run the procurement path: security questionnaires, legal redlines, vendor onboarding, and BYOC or private-deployment requirements.
- Give your champion the internal business case — TCO comparison against the incumbent, migration plan, and risk mitigation.
- Map the remaining teams and use cases in each account and build an expansion plan against them.
- Keep Salesforce accurate and submit a forecast leadership can plan against, across both new business and expansion.
- Participate in the developer community in your territory: meetups, conferences, and events.
Требования
- 6+ years selling technical infrastructure to enterprise buyers — databases, data platforms, cloud infrastructure, observability, or developer tooling.
- A track record closing complex deals that went through security review, legal, and procurement.
- Enough technical fluency to hold an architecture conversation. You don't need to write SQL, but you should be able to explain why a company moves a workload off Elasticsearch.
- Experience carrying a hybrid quota — new business alongside expansion and renewal — and the discipline to work both rather than defaulting to whichever is easier that quarter.
- Experience with consumption-based or usage-metered commercial models, where revenue moves with usage between contract events.
- Experience selling into developer-led, bottom-up adoption as well as top-down.
- Ability to orchestrate people who don't report to you — Solutions Architects, executive sponsors, partners, product managers.
- Accurate forecasting, including when the number is bad.
Условия
- Flexible work environment - is a globally distributed company and remote-friendly. We currently operate in over 25 countries.
- Healthcare - Employer contributions towards your healthcare.
- Equity in the company - Every new team member who joins our company receives stock options.
- Time off - Flexible time off in the US, generous entitlement in other countries.
- A USD$500 Home office setup if you’re a remote employee.
- Global Gatherings – We believe in the power of in-person connection and offer opportunities to engage with colleagues at company-wide offsites.
Другое
- As part of a rapidly scaling start-up, you will be instrumental in shaping our culture.
- Are you interested in finding out more about our culture? Learn more about our values here . Check out our blog posts or follow us on LinkedIn to find out more about what’s happening at .