Enterprise Account Executive

Overview

A new-logo enterprise sales role owning a territory of large accounts that have never bought from OpenObserve, turning them into customers through a hunting-focused, full-cycle sales process.

What you'll do

• Own a defined territory of enterprise accounts, prioritizing by observability spend, incumbent renewal dates, and existing open-source usage, and keep a written plan for top accounts.
• Source the majority of your own pipeline through executive outreach, events, community, and partners, working with the SDR team on account-based plays.
• Build relationships at every level of the account, from engineers running the stack to the VP of Infrastructure, CTO, and CIO, identifying and engaging the champion and economic buyer.
• Run the deal from first meeting through technical discovery, POC, security review, procurement, legal, and close, leading the deal team including solutions engineering, executive sponsors, and legal.
• Win accounts running Datadog, Splunk, or Elastic by timing your approach to their renewal and selling a phased migration the customer's team believes they can execute.
• Turn OpenObserve's cost and performance advantages into TCO and ROI models that hold up in front of finance and procurement.
• Size the first contract to win, whether one team, one use case, or one region, and set up the account for growth.
• Qualify with MEDDPICC and keep pipeline and forecast accurate in HubSpot.
• Bring feedback from enterprise buyers back to product, marketing, and leadership to sharpen positioning and roadmap.

What you'll need

• 4+ years of full-cycle B2B software sales experience, including 2+ years closing new logos in enterprise accounts.
• A track record of hitting or exceeding quota over several years, with specific new-logo wins.
• Experience selling devtools, infrastructure, cloud, or observability into engineering and platform organizations and engineering leaders.
• Ability to run multi-stakeholder deals, including security reviews, procurement, and legal redlines, without losing momentum.
• Skill as a self-starter and prospector who builds pipeline from scratch and does not depend on inbound volume.
• Understanding of the technical landscape, including Kubernetes, cloud costs, log pipelines, and monitoring architecture, without needing to write code.
• Ability to communicate clearly with executives, presenting cost models to CIOs or CFOs and whiteboarding with SRE leads.
• Sharp and intellectually curious, able to study accounts deeply and tell when a deal is real.
• Comfort with early-stage environments, ambiguity, and building process where none exists.
• Track record of selling value.

Details

• Location: Remote, United States.
• Timezone overlap for core collaboration hours required.
• Travel around 25% of the time for customer meetings, events, and team offsites.
• Target quota: $1M–$1.2M ARR in new-logo bookings.
• OTE: $220K–$280K (50/50 split), plus equity.