About The Role
The Account Executive owns the full sales cycle for a B2B SaaS platform serving engineering, security, and IT teams. The product integrates with cloud infrastructure, identity systems, observability platforms, and developer workflows, so success depends on translating technical capabilities into measurable business outcomes.
This role manages a defined territory from account research through close, working with technical champions, economic buyers, and procurement teams. The team is looking for a consultative seller who can build pipeline, run disciplined discovery, coordinate technical evaluations, and consistently close new business in a competitive market.
Key Responsibilities
• Build and manage a qualified pipeline across mid-market and enterprise accounts using outbound prospecting, inbound qualification, partner referrals, and account-based selling
• Run discovery with engineering, DevOps, security, IT, and finance stakeholders to identify workflow gaps, technical requirements, and business impact
• Deliver tailored product demonstrations that connect cloud, API, identity, observability, and security capabilities to customer priorities
• Coordinate evaluations, proof-of-concepts, and security reviews with solutions engineers, product specialists, legal, and procurement
• Maintain accurate opportunity data, close plans, forecasts, and next steps in Salesforce or a comparable CRM
• Negotiate pricing, packaging, and commercial terms while managing multi-threaded buying committees through contract execution
• Partner with customer success and implementation teams to support clean handoffs, expansion opportunities, and long-term account growth
What We Are Looking For
• 3-8 years of quota-carrying B2B SaaS or technology sales experience, including ownership of mid-market or enterprise transactions
• Demonstrated track record of meeting or exceeding annual and quarterly revenue targets
• Strong consultative selling skills, including discovery, qualification, value mapping, mutual action plans, and executive communication
• Ability to explain technical products involving cloud infrastructure, APIs, data platforms, cybersecurity, developer tools, or enterprise integrations
• Hands-on experience with Salesforce or a comparable CRM, sales-engagement platforms, and account research tools
• Excellent written and verbal communication, with the judgment to engage both technical practitioners and senior business leaders
• Bachelor’s degree in business, technology, communications, or a related field, or equivalent professional experience; Bonus: experience selling to engineering, DevOps, security, or IT organizations, familiarity with MEDDICC or another structured sales methodology, and a record of closing six-figure SaaS deals