Enterprise Account Executive (Remote) (Burlingame)

At Imply, our mission is to empower people and organizations to achieve more with their data. We believe that better insights lead to better decisions, and that the right technology can remove barriers, spark innovation and create lasting impact. In addition to our successful database business, we’re building the industry’s first observability warehouse, Imply Lumi. Built by the creators of Apache Druid, Lumi lets organizations store more data, support more use cases and spend less for observability. Imply Lumi is a high-performance, cost-efficient data layer built to decouple existing observability tools with zero disruption.In this role, you will help redefine what is possible with observability and security data. As part of the Sales Team, you will play an important role in bringing Imply Lumi to life. Lumi delivers lightning fast queries, significant cost savings and seamless integration with leading observability technologies while giving customers the freedom to innovate without vendor lock-in. You will partner closely with customers to understand their challenges, design tailored solutions and demonstrate how Lumi can unlock new levels of speed, scale and value from their data.Backed by leading investors including a16z and Bessemer Venture Partners, Imply is on a fast growth trajectory, transforming how organizations manage and gain insights from their observability and security data. Our customers, including Pepsi, Reddit, Roblox, Salesforce, and others, rely on our technology to power faster decisions, reduce costs, and unlock new possibilities. Come join a team of innovators and problem-solvers who are reshaping the future of data!The Role The Enterprise Account Executive role is a territorial sales position selling the Lumi solution to companies across the United States. The ideal candidate should be highly motivated, a self-starter, detail oriented, process driven (MEDDICC), and will employ a strategic approach to all sales engagements. They will demonstrate a consistent track record of success in achieving new customer objectives and revenue targets. In addition, they will be comfortable selling a solution and technologies from within a technology startup environment to CxO, VP, and Director level contacts within the IT organization. Solutions will be tailored to a customer’s business needs and integrate Imply solutions in a way that is valued by the customer and superior to the competition.Responsibilities include running your territory as a franchise CEO; pipeline generation; champion building; leading presentations, and providing rapid response to outstanding technical questions. In partnership with a Customer Architect (pre-sales), you will ensure optimal customer support and service throughout the sales process.Responsibilities Create a territory plan and execute to generate revenue and acquire new customersForge strategic relationships at the executive level to help sell across the organizationConduct presentations and product demonstrations in partnership with Customer ArchitectsConsult with prospects to determine the best solutions for their specific needs; recommend solutions, prepare/present proposals, and get contracts executedDemonstrate an understanding of client requirements regarding infrastructure, data and observability and how the Imply solution can meet these requirementsBe able to recognize compelling reasons for customers and prospects to act upon these requirements, and in turn be able to communicate and persuasively articulate how the Imply solution can best meet these requirementsDemonstrate knowledge of enterprise client budgeting and purchasing processes, typical recommender and decision maker roles involved, and how to progress opportunities from identification to final closeAchieve all individual activity and revenue targets set by the companyLog sales activity (prospecting, opportunities, revenue, next steps) in Salesforce and other tools, as neededAttend sales seminars, sales meetings, and/or educational activities to stay up-to-date on the latest developments, trends, and regulations in the marketplaceKeep current with all Imply product information, pricing, and contract termsBe able to travel as required, to meet prospects and customers face-to-face; approximately 25% travel expected, as permittedRequirements 4+ years of direct quota carrying sales experience, selling enterprise solutions, specifically observability, SIEM, or analytics platformsStrong understanding of networking and working within the observability ecosystem History of overachieving quota, acquiring new logos, and identifying new business opportunities within accountsExperience successfully leading sales cycles with emerging technologies in a variety of sales situations, including product evaluations and demonstrationsDemonstrated experience in developing business relationships with all levels of enterprise organizations; a true “hunter” mentality who strives for the closeDemonstrated experience of being able to conduct online sales presentations and product demonstrationsStrong business outcome thinking with technical aptitude and a collaborative mindsetBonus Points Experience in hyper growth organizationsExperience selling into large enterprise businessesWhat we offer100% Paid Medical, Dental and Vision Benefits401(k) ProgramFertility CoveragePet Insurance Dependent Care FSAMental Health SupportLife and AD&D InsuranceUnlimited Paid Time OffWellness StipendHome Office Equipment ReimbursementPre-Tax Commuter BenefitsIndividual compensation will be determined based on the candidate's experience and qualifications aligned with Imply’s internal leveling guidelines and benchmarks. The below range encompasses roles with on target earnings. This role is also eligible to participate in Imply’s equity plan subject to the terms of the applicable plans and policies.Compensation: $300,000 - $350,000Don’t meet every single requirement? Studies have shown that certain minority groups are less likely to apply to jobs unless they meet every qualification. At Imply, we are dedicated to building a diverse, inclusive and authentic workplace. If you’re excited about this role but your past experience doesn’t align perfectly with every qualification in the job description, we encourage you to apply anyways. You may be just the right candidate for this or for other roles in the future.Imply is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, color, gender identity or expression, marital status, national origin, disability, protected veteran status, race, religion, pregnancy, sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances.Please note, applications and candidate submissions are subject to our privacy policy and, for California residents, the CCPA terms available at .—Attention: Imply ApplicantsDue to reports of phishing, we’re requesting that all Imply applicants apply through our official Careers page at imply.io/careers. All official communication from Imply will come from email addresses ending with @imply.io.#LI-Remote