Enterprise Account Executive

🔥 14 hours ago

🇺🇸 United States – Remote

💵 $250k - $300k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

🧑‍💼 Account Executive

👻 Ghost score 7%

What it means: how likely this posting is sitting open without active hiring.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.How we score it: age, reposts, open roles vs team size, how fast jobs close, and whether pay is listed.Fine print: an estimate from public data, not a judgment of the company. Real jobs can score high, so treat it as a hint, not a fact.

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OpenObserve

WebsiteLinkedInAll Job Openings

11 - 50 employees

Founded 2022

☁️ SaaS

🤝 B2B

🏢 Enterprise

💰 $3.6M Seed Round - OpenObserve on 2022-05

SaaS • B2B • Enterprise

OpenObserve is an open-source, petabyte-scale observability platform that provides high-performance, low-cost logging, metrics, tracing, and frontend monitoring for self-hosted and cloud environments. It uses columnar Parquet storage, Rust, and the DataFusion query engine to deliver fast queries, high compression, and scalable stateless architecture, integrates with OpenTelemetry and common object stores, and targets enterprises and B2B customers seeking vendor-neutral, cost-efficient observability.

📋 Description

• Report directly to the Chief Revenue Officer • Own a territory of large enterprise accounts that have never bought from OpenObserve • Prioritize accounts based on observability spend, incumbent renewal dates, and open-source usage • Maintain written plans for top accounts • Source most pipeline through executive outreach, events, community, and partners • Execute account-based plays with the SDR team • Build relationships with engineers, infrastructure leaders, CTOs, and CIOs • Identify and engage champions and economic buyers • Run full-cycle deals from first meeting through technical discovery, POC, security review, procurement, legal, and close • Lead deal teams involving solutions engineering, executive sponsors, and legal • Win competitive displacement deals against Datadog, Splunk, or Elastic • Develop phased migration approaches • Build TCO and ROI business cases for finance and procurement • Size initial contracts and establish paths for account expansion • Qualify opportunities using MEDDPICC • Maintain accurate pipeline and forecasts in HubSpot • Provide enterprise buyer feedback to product, marketing, and leadership • Help develop the enterprise sales playbook • Achieve a $1M–$1.2M ARR new-logo bookings quota

🎯 Requirements

• 4+ years of full-cycle B2B software sales experience • 2+ years closing new logos in enterprise accounts • Track record of hitting or exceeding quota over several years • Experience selling devtools, infrastructure, cloud, or observability products to engineering and platform organizations and engineering leaders • Experience running multi-stakeholder deals involving security reviews, procurement, and legal redlines • Self-starter and skilled prospector able to build pipeline from scratch • Technical understanding of Kubernetes, cloud costs, log pipelines, and monitoring architecture • Ability to present cost models to CIOs or CFOs and whiteboard with SRE leads • Intellectual curiosity and deep account research skills • Comfort with ambiguity and building processes in early-stage environments • Track record of selling value • Required timezone overlap for core collaboration hours • Expectation to be in front of customers regularly and travel approximately 25% of the time

🏖️ Benefits

• Uncapped commission • Meaningful equity • Solutions engineering support on every evaluation • Founder and executive support in deals • Full benefits • Flexible schedule • Unlimited PTO • Growth paths to strategic accounts or enterprise team leadership • Approximately 25% travel for customer meetings, events, and team offsites