Enterprise Account Executive

Anosys helps teams understand and improve AI systems in production. Our platform connects observability, agent traces, evaluations, cost, and user behavior with business outcomes, helping organizations investigate problems, identify opportunities, and make better operational and product decisions. We are expanding our commercial team to bring Anosys to more enterprise customers and deepen the value we deliver. About the Role We’re looking for an Enterprise Account Executive who can earn credibility with technical teams, develop a compelling business case with executive stakeholders, and guide complex opportunities through to a commercial agreement. You will own the sales cycle for enterprise accounts, from account planning and prospecting through discovery, evaluation, negotiation, and close. You will connect customer priorities to measurable value, build relationships across buying teams, and maintain a clear understanding of what each opportunity needs to move forward. This is a hands-on, quota-carrying individual contributor role with meaningful influence on our commercial approach. You will help strengthen our account strategy, messaging, and sales practices as Anosys grows. What You’ll Do Win new enterprise customers. Own a revenue target and manage opportunities from first engagement through signed agreement. Create qualified pipeline. Develop focused account plans and generate opportunities through thoughtful outbound prospecting, referrals, events, and collaboration with marketing. Lead substantive discovery. Understand the customer’s current environment, business priorities, operational challenges, and reasons to act. Establish where Anosys can deliver meaningful value. Build relationships across the buying team. Develop technical champions, engage executive sponsors and budget owners, and understand the roles of procurement, legal, security, and other stakeholders. Build credible business cases. Work with customers to quantify expected benefits, make assumptions explicit, and connect the proposed investment to outcomes they care about. Guide technical evaluations toward a decision. Partner with technical colleagues and customers to agree on scope, success criteria, responsibilities, timing, and next steps for demonstrations and proofs of value. Manage complex purchasing processes. Coordinate commercial proposals, security and legal reviews, procurement requirements, and negotiations. Reach agreements that serve the customer and support a sustainable business. Maintain disciplined qualification and forecasting. Keep opportunity records current, surface risks early, and base forecasts on evidence of customer progress. Support successful customer transitions. Ensure delivery and customer-facing colleagues understand the agreed outcomes, commitments, stakeholders, and opportunities for future expansion. Improve how we sell. Share customer insights, competitive context, and lessons from wins and losses to strengthen positioning and sales execution. What We’re Looking For Typically 5+ years of B2B SaaS sales experience, including direct responsibility for closing enterprise business. We value demonstrated performance and relevant deal complexity alongside years of experience. A record of meeting or exceeding revenue targets, with the ability to explain your contribution to pipeline generation, deal progression, and closed business. Experience managing sales cycles involving multiple stakeholders, technical evaluations, executive approval, and formal purchasing processes. The ability to build pipeline independently and prioritize accounts based on customer fit, business need, and a credible path to purchase. Strong discovery and qualification skills. You can establish the business problem, decision process, budget ownership, urgency, and competitive alternatives—including doing nothing. Experience using MEDDPICC or a comparable qualification approach with sound judgment. Technical fluency sufficient to lead discovery with engineering, platform, AI, data, and product leaders, and to involve technical specialists effectively. Experience negotiating SaaS pricing and commercial terms while maintaining customer trust and protecting deal value. Clear written and verbal communication, including concise executive presentations, proposals, and business cases. Ownership, persistence, and good judgment. You work independently, collaborate effectively, and represent product capabilities and commitments accurately. Experience That Would Be Especially Valuable Selling observability, developer tools, cloud infrastructure, data platforms, product analytics, or AI software. Helping customers evaluate a new platform alongside established tools and existing workflows. Working with subscription or consumption-based commercial models. Developing expansion opportunities across teams, use cases, or business units. Improving sales practices at a growing software company. Selling to both technical stakeholders and business leaders responsible for operational or product outcomes. What Success Looks Like You develop a qualified pipeline, win enterprise customers, and provide reliable visibility into your business. Customers understand why they are buying, how they will evaluate success, and what to expect from Anosys. Your opportunities have clear ownership and next steps. Evaluations lead to informed decisions, commercial commitments are realistic, and customer handoffs preserve the context needed for successful adoption. Your experience also helps the wider team sell more effectively. How We Work We value preparation, curiosity, direct communication, and follow-through. We take customer problems seriously, test assumptions, and share what we learn. You will have room to exercise judgment and contribute directly to how Anosys grows. #J-18808-Ljbffr