Account Executive

Account Executive

Join a fast-growing technology startup building the next generation of cloud infrastructure for modern engineering teams. As an Account Executive, you will help organizations simplify how they build, deploy, and operate applications across cloud environments. You will engage directly with CTOs, VPs of Engineering, and Platform Engineering leaders, helping them solve complex infrastructure challenges through a developer-first platform. As part of an emerging sales team, you will take ownership of the full sales cycle while helping shape go-to-market strategy, messaging, and sales processes. Working closely with executive leadership, product, and developer marketing, you will combine technical credibility with consultative selling to drive meaningful business growth. This remote opportunity offers significant autonomy, direct leadership access, and the chance to influence the commercial direction of an ambitious cloud-native technology business.

Accountabilities:

As an Account Executive, you will manage the complete sales process, build trusted relationships with technical decision-makers, and translate infrastructure challenges into compelling solutions. You will also contribute to the development of the sales organization by testing new approaches, refining sales strategies, and helping establish repeatable processes for sustainable growth.

Own the full sales cycle, from identifying high-value prospects and initiating outreach to conducting product demonstrations, negotiating agreements, and closing deals.

Build and maintain relationships with CTOs, VPs of Engineering, Platform Engineering leaders, and other technical stakeholders.

Use a consultative sales approach to understand customer needs, uncover technical pain points, and recommend tailored solutions.

Deliver engaging, product-led demonstrations that showcase how the platform helps engineering teams build, deploy, and operate applications more efficiently.

Develop targeted, high-touch outreach strategies that prioritize relevant accounts and meaningful engagement over generic prospecting.

Collaborate with executive leadership, developer marketing, and product teams to refine sales messaging, strengthen positioning, and improve go-to-market execution.

Experiment with outreach methods, sales tactics, and engagement strategies to optimize conversion rates and continuously improve the sales playbook.

Navigate complex sales cycles with persistence, curiosity, and thoughtful follow-up.

Gather customer feedback and market insights to inform product positioning, sales strategy, and broader business decisions.

Travel occasionally for customer meetings, industry conferences, and events to strengthen relationships and expand market knowledge.

Requirements:

The ideal candidate is a commercially driven, technically curious sales professional who can build credibility with engineering audiences and thrive in a rapidly evolving startup environment. You should be comfortable taking initiative, working through ambiguity, and improving sales processes while consistently delivering measurable results.

At least 35 years of experience in a closing sales role, ideally selling cloud infrastructure, DevOps, or platform engineering tools to technical buyers.

Proven track record of building trusted relationships with engineering stakeholders and consistently achieving or exceeding sales quotas.

Working knowledge of Kubernetes, cloud infrastructure, and the modern software development lifecycle, or the ability and motivation to learn these concepts quickly.

Strong consultative selling skills, including discovery, active listening, technical problem-solving, and solution-oriented communication.

Ability to communicate complex technical concepts clearly and connect product capabilities to customer needs and business outcomes.

Experience managing full-cycle sales processes, including prospecting, qualification, product demonstrations, negotiation, and closing.

A data-driven mindset with a focus on performance metrics, measurable outcomes, and continuous improvement.

Comfort operating in an early-stage or high-growth startup where sales processes and playbooks are still evolving.

Adaptability and creativity when testing new outreach approaches, refining strategies, and responding to market feedback.

Strong communication, relationship-building, and collaboration skills.

Willingness to travel occasionally for customer engagements, conferences, and industry events.

Ability to work remotely from an eligible US location, with the source specifically referencing San Francisco or New York.

Benefits:

On-target earnings (OTE): $200,000$250,000, with a 50/50 split between base salary and variable compensation.

Equity participation: Opportunity to share in the company's growth and long-term success.

Paid time off: 31 days of paid leave annually.

Remote-first flexibility: Work remotely, with the source specifying San Francisco or New York for US-based employees.

Healthcare coverage: Comprehensive healthcare benefits.

Retirement benefits: Retirement plan and related benefits.

Direct leadership access: Work closely with executive leadership, with opportunities to contribute ideas and influence decisions.

Meaningful ownership: Help shape sales strategy, go-to-market execution, and the development of the sales organization.

Growth opportunities: Join an ambitious startup working on cloud-native infrastructure and developer-focused technology.

Inclusive workplace: Equal employment opportunities and a commitment to fostering a respectful, supportive, and diverse team culture.