Enterprise Account Executive

Our client develops highly technical enterprise solutions used by data, security, and engineering teams to manage complex pipelines, reduce operational inefficiencies, and support advanced evaluations and Proofs of Concept. They work closely with partners across the modern data ecosystem and engage with technical buyers managing large-scale data movement, observability challenges, and integration architectures.

Location

Fully remote | 9 AM - 5 PM EST

Role Overview

The Enterprise Account Executive will drive revenue growth by managing the full sales cycle for high-intent inbound and partner-sourced opportunities. The role centers on converting qualified leads from initial contact to close while navigating technical discussions, managing comprehensive evaluations and Proofs of Concept (PoCs), and guiding prospects through a complex enterprise sales funnel with precision and momentum.

Key Responsibilities

Sales Cycle Ownership

• Manage the full sales cycle for qualified leads originating from marketing, events, partners, and founder outreach.

• Conduct structured discovery to identify pains related to data movement, SIEM costs, pipeline fragility, governance, or ML workflows.

• Present tailored product demonstrations that highlight cost reductions, improved security, and simplified data pipelines.

Technical Evaluation & Validation

• Scope and manage Proofs of Concept (PoCs) in partnership with the engineering team to validate product value.

• Build compelling business cases, including ROI and cost-savings models and deployment plans.

Enterprise Engagement

• Engage key stakeholders—including CIOs, CDOs, CISOs, and Directors of Data Engineering, Observability, and Architecture—to build consensus.

• Collaborate with partners such as Databricks, Snowflake, and AWS on co-sell motions.

Pipeline Management & Handoff

• Maintain meticulous CRM hygiene, accurately forecast new business, and ensure clear next steps for every opportunity.

• Manage a seamless handoff for new customers to the Customer Success team post-close.

Qualifications

Experience

• 3–7 years of experience in a closing role for a highly technical enterprise SaaS product.

• Proven track record of selling to technical personas such as Data Engineering, Platform, Security, or Observability leaders.

Skills

• Ability to grasp and articulate complex concepts, including edge processing, data pipelines, and integration architecture, in clear business terms.

• Exceptional presentation skills, including value-based storytelling and product demonstrations.

• Expertise managing complex, multi-stakeholder enterprise sales cycles from discovery to validation and close.

• Impeccable written and verbal communication skills.

• Strong operational discipline for pipeline management, forecasting, and follow-up.

What Success Looks Like

• High conversion rates from initial demo to PoC and from PoC to closed-won opportunities.

• Consistent and accurate forecasting.

• A fast-moving pipeline driven by qualification, clear next steps, and low stall rates.

• Shortened sales cycles through precise discovery and value alignment.

• Demonstrated success winning and expanding ideal customer profile (ICP) accounts.

• Recognition from partners (Databricks, Snowflake, AWS) for effective co-selling execution.

Opportunity

This role offers the chance to lead high-impact enterprise sales cycles, partner with top-tier technical stakeholders, drive meaningful pipeline outcomes, and directly influence revenue growth within a deeply technical product environment.

Application Process:

To be considered for this role these steps need to be followed:

• Fill in the application form

• Record a video showcasing your skill sets