Account Executive (Tech / SaaS)

About The Role
The Account Executive will sell cloud infrastructure and developer tools to engineering, platform, and security teams at fast-growing technology companies. The role owns the full sales cycle—from account planning and technical discovery through evaluation, procurement, and close—while translating complex platform capabilities into measurable business outcomes.
This role matters because customers rely on the product to improve deployment velocity, observability, security, and operational efficiency. The Account Executive will work closely with solutions engineers, product specialists, and customer success managers to build credible technical champions and create durable, expansion-ready relationships.
Key Responsibilities
Manage the full enterprise and mid-market sales cycle in Salesforce, including prospecting, discovery, qualification, technical validation, negotiation, and close
Build account plans for engineering, DevOps, infrastructure, and security stakeholders using intent data, product usage signals, and CRM insights
Lead discovery and executive conversations that connect cloud spend, developer productivity, reliability, and security priorities to measurable business value
Coordinate technical evaluations, proof-of-concepts, and security reviews with solutions engineering, product, legal, and procurement teams
Maintain accurate pipeline forecasts, next steps, close plans, and deal health in Salesforce and sales-engagement tools
Develop multi-threaded relationships with technical champions, economic buyers, and procurement stakeholders across target accounts
Partner with customer success on implementation handoffs, renewal strategy, and expansion opportunities within existing accounts
What We Are Looking For
3-8 years of quota-carrying B2B software sales experience, preferably selling SaaS, cloud infrastructure, cybersecurity, observability, or developer tools
Demonstrated success closing new business with mid-market or enterprise customers and consistently achieving revenue targets
Strong understanding of modern cloud and developer environments, including AWS, Azure, or GCP; Kubernetes, APIs, CI/CD, or observability concepts
Proficiency with Salesforce and sales tools such as Outreach, Salesloft, Gong, ZoomInfo, or equivalent platforms
Excellent discovery, presentation, negotiation, and written communication skills with the ability to explain technical products to both engineers and executives
Structured approach to qualification, forecasting, and pipeline management using methodologies such as MEDDPICC, Challenger, or Command of the Message
Bachelor’s degree in business, technology, engineering, or a related field, or equivalent professional experience
Bonus: Experience selling to DevOps, platform engineering, security, or data teams; familiarity with PLG motions, usage-based pricing, and technical proof-of-concept management

Work arrangement
Yes