Note: The job is a remote job and is open to candidates in USA. Adaptive6 provides a cloud cost governance platform that helps enterprises optimize infrastructure efficiency across multi-cloud, PaaS, and Infrastructure-as-Code environments. The Enterprise Account Executive will own the full enterprise sales cycle, from self-sourced prospecting through negotiation and close, while building executive relationships, developing business-value cases, and driving revenue growth. The role partners with Sales Engineering, Product, and Customer Success to close complex, high-value deals and meet pipeline and bookings targets.
Responsibilities
- Own the full sales cycle for net-new enterprise accounts — self-sourced prospecting through negotiation and close
- Build and sustain executive-level relationships, mapping organizations and multi-threading across buying committees
- Conduct deep discovery to uncover cloud cost drivers, waste patterns, and governance gaps, and translate them into a business-value case a CFO or CTO will act on
- Negotiate and close six- and seven-figure contracts in competitive, multi-stakeholder deals
- Expand the scope of deals during the sales cycle rather than simply fulfilling the buyer's original ask
- Partner cross-functionally with Sales Engineering, Product, and Customer Success to run technically credible, business-value-led cycles
- Track and surface competitive intelligence, feeding it back into GTM and product strategy
- Consistently meet or exceed quarterly bookings and pipeline generation targets
Skills
- 7+ years of full-cycle enterprise SaaS closing experience, with a demonstrated record as a hunter of net-new logos — not an account manager, not a renewals-and-expansion seller
- 3+ years selling into Cybersecurity, Cloud Infrastructure, CSPM, DevOps, Platform, or FinOps personas — candidates from a security background with this profile are equally strong fits alongside FinOps-native candidates
- Demonstrated performance at 100–150%+ of quota attainment, managing $150K+ ACV deals with multi-stakeholder sales cycles
- Experience negotiating and closing six- and seven-figure contracts, and comfortable justifying premium pricing without hedging
- Proven top-down selling to C-level and VP buyers — CTOs, CISOs, VPs of Cloud/Infrastructure — not primarily bottom-up or developer-led selling
- Credible with technical buyers: conversant in cloud cost and infrastructure concepts (AWS/Azure/GCP, FinOps fundamentals, RI/Savings Plans, tagging, Kubernetes cost, unit economics) without needing an SE to carry every technical conversation
- A strong grounding in enterprise sales methodology, with the range to move fluidly between approaches — comfortable taking a challenger stance and reframing a buyer's thinking when the situation calls for it, rather than running one script regardless of the deal
- A track record of creating priority and urgency where none existed — able to walk through a specific deal, unprompted, where you built the business case and expanded the opportunity beyond the buyer's original request
- Disciplined deal mechanics: multi-threading, mutual close plans, accurate forecasting, and clean CRM hygiene
- A strong existing network within enterprise IT, cloud, and security buyer communities
- High EQ and range — equally credible in a technical working session and an executive boardroom, often in the same deal cycle
Company Overview