Account Executive – SMB/Commercial
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Job Description
Account Executive managing full-cycle sales for an observability platform, sourcing opportunities and closing deals. Collaborating closely with technical teams to drive business impact and customer satisfaction.
Responsibilities:
- Pipeline generation: Self-source the majority of your pipeline through outbound prospecting—email, LinkedIn, events, community, and creative account-based plays targeting DevOps, Platform Engineering, and infrastructure leaders.
- Full-cycle selling: Run the entire deal from cold outreach through technical discovery, POC, negotiation, and close.
- Technical discovery: Deeply understand a prospect’s current observability stack, pain points and the business impact of solving them.
- Evaluation management: Coordinate with our Solutions Engineering team on POCs and technical validations; keep deals moving and stakeholders aligned.
- Value selling: Translate OpenObserve’s cost and performance advantages into clear business cases—ROI models, competitive comparisons, and executive narratives.
- Competitive displacement: Identify and convert accounts running Datadog, Elastic, or Splunk.
- CRM hygiene: Maintain accurate pipeline, activity logs, and forecasting in HubSpot.
- Market feedback: Surface insights from prospects and customers to inform positioning, product direction, and ICP refinement.
Requirements:
- 2–5 years of full-cycle B2B SaaS sales experience
- Is sharp and intellectually curious
- Has strong critical thinking
- Is creative under constraint
- Is a self-starter and skilled prospector
- Understands the technical landscape
- Has competed against or sold against Datadog, Elastic, Splunk, or similar
- Is a confident, clear communicator
- Thrives in early-stage environments
- Has a track record of hitting or exceeding quota
Benefits:
- Full benefits
- Flexible schedule
- Unlimited PTO
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