СШАSenior Account Executive - PNW
1 нед. назад
275k–320k USD / годСШАSeniorOnsite
Senior Account Executive role focused on enterprise sales of technical software verification products to engineering teams in the Pacific Northwest region.
О компании
- helps engineering teams find and fix bugs that traditional testing misses.
- Our platform runs entire systems in deterministic simulation, exploring how they can fail, and gives engineers the root cause analysis and perfect reproduction they need in order to fix those failures.
- As AI accelerates software development, verification is becoming the new bottleneck. helps engineering teams find bugs faster, debug more efficiently, and ship with confidence.
- We’re well-funded, deeply technical, and building a new approach to software verification for the AI era.
- is looking for a Senior Account Executive in the Pacific Northwest region to help build and scale our enterprise sales organization. This role is best suited for someone who has experience selling technical products to software engineering organizations and is comfortable engaging everyone from hands-on engineers to CTOs and other executive stakeholders.
- is pioneering a new approach to software testing and finding bugs, so this is not a role where you will inherit a mature market, established messaging, or a defined sales process. You will be responsible for developing new business, navigating complex technical evaluations, and helping customers understand how can address problems they may not yet know how to solve.
- You will own the sales process from initial engagement through close, working closely with Solutions Engineering, Product, Engineering, Marketing, and company leadership. As an early member of our GTM organization, you will also have an opportunity to shape how we sell, qualify, forecast, and grow our customer base.
Требования
- 5+ years of experience in B2B enterprise software sales, preferably selling developer tools, reliability, infrastructure, observability, cloud, testing, or another technically complex product with technical ICPs.
- Experience selling to software engineering organizations and engaging technical buyers throughout the sales process.
- Strong discovery and consultative selling skills, with an ability to uncover customer problems rather than simply present product capabilities.
- A track record of owning and closing complex enterprise opportunities with multiple stakeholders and meaningful technical evaluation requirements.
- Experience creating pipeline through a combination of BDR partnership, outbound prospecting, field marketing, and/or strategic planning.
- The ability to move comfortably between technical and business conversations, adapting your message for engineers, engineering leaders, and executives.
- Comfort operating in an early-stage or rapidly evolving company where processes, messaging, territories, and responsibilities are still being developed.
- A high degree of ownership, sound judgment, and willingness to take initiative without waiting for a fully defined playbook.
- Strong written and verbal communication skills in English.
- Willingness to travel and attend customer meetings, industry conferences, regional events, meetups, and team activities.
Будет плюсом
- Prior experience in a Sales Engineering, Solutions Consulting, or similarly technical customer-facing role.
- The technical curiosity to understand how customers build, deploy, test, and operate software, and to engage credibly in conversations with technical audiences.
- Experience selling an emerging or category-creating product where customer education and market development are part of the sales process.
- Experience at an early-stage startup where you helped establish or refine the sales motion rather than operating solely within an established playbook.
- Additional language skills beyond English.
Другое
- Own the full enterprise sales cycle, from prospecting and qualification through technical evaluation, negotiation, and close.
- Develop and maintain a sales pipeline within a defined territory, across technical ICPs and executive stakeholders, including but not limited to software engineers, engineering managers, architects, VPs of Engineering, CTOs, and other business leaders.
- Partner closely with Solutions Engineers and Business Development Reps to uncover customer needs and technical environments, guiding further technical evaluations, and developing compelling demonstrations and proofs-of-concept.
- Develop and maintain accurate forecasts and pipeline visibility, with disciplined ownership of deal progression and next steps.
- Provide customer and market feedback to Product, Engineering, Marketing, and GTM leadership to help shape product direction, positioning, messaging, and our sales motion.
- Help refine our sales motions, qualification criteria, discovery process, and best practices as the organization scales.
- Contribute to a collaborative, high-accountability sales culture and help onboard and mentor other members of the GTM team as the organization grows.