6+ years of closing experience as an Account Executive, with 2-3 years focused on enterprise customers in the Bay Area.
Proven track record of closing complex, six-figure enterprise deals involving technical champions and executive sponsors.
Strong communication skills with engineering leaders and a solid understanding of the software development lifecycle.
Experience thriving in early-stage environments with limited support and shifting priorities.
Ability to collaborate effectively across teams, demonstrating clear communication and accountability.
Responsibilities
Own enterprise sales from discovery through close, building relationships with technical and executive buyers.
Build pipeline through prospecting and account planning, while coordinating with SDRs and Growth.
Partner with Solutions Engineering on technical evaluations and support customer success during implementation.
Identify growth opportunities within existing enterprise accounts and coordinate expansion deals with Customer Success.
Contribute to the development of the enterprise sales motion, adapting strategies as the company evolves.
Benefits
Medical, dental, and vision insurance.
401(k) plan.
Unlimited PTO and sick days, plus company-observed US holidays.
Daily lunch and a fully stocked kitchen.
Commuter benefits.
Team offsites and events.
Full Job Description
You'll join our go-to-market team, reporting to our Head of GTM, and build on the enterprise sales motion we've established. We're looking for an enterprise seller who can earn engineering leaders' trust, navigate complex deals, and win new customers. You'll own new business and expansion, partner with Solutions Engineering and Customer Success, and help shape how we sell as the company grows.
What you'll do
Own enterprise sales from discovery through close. Build relationships with technical and executive buyers, connect customer needs to a clear business case, and navigate procurement, custom contract terms, and negotiation.
Build pipeline through prospecting, account planning, and collaboration with SDRs and Growth. Keep a clear forecast, identify deal risks, and coordinate the next steps needed to move opportunities forward.
Partner with Solutions Engineering on technical evaluations and stay involved through implementation and initial customer success. Share customer goals, stakeholder context, and commitments with the team supporting ongoing adoption.
Grow existing enterprise accounts by identifying opportunities across teams and business units. Work with Customer Success and Solutions Engineering to build the business case, coordinate evaluations, and close expansion deals.
Help build our enterprise sales motion. Improve discovery, qualification, messaging, and account planning, and adapt as our pricing, positioning, and product evolve.
You're perfect for this role if...
You have 6+ years of closing experience as an Account Executive, including 2-3 years selling to enterprise customers in the Bay Area, with consistent full-year performance beyond ramp.
You've closed complex, six-figure enterprise deals involving technical champions, executive sponsors, procurement, and custom contract terms. You know how to build credibility for an emerging startup and create a compelling reason to buy.
You communicate credibly with engineering leaders, understand the software development lifecycle, and enjoy learning how technical products work. Developer-tools sales experience is strongly preferred; adjacent products such as analytics, BI, and infrastructure are also relevant.
You've succeeded in an early-stage environment with limited support and changing priorities. You can turn an unclear opportunity into a plan, manage your own work, and follow through.
You work well across teams and keep complex customer work moving. You bring clear communication, curiosity, sound judgment, and accountability to your relationships with customers and colleagues.
Nice to haves
Experience selling automated testing, observability, or infrastructure products.
Experience as an early AE at a company with fewer than 100 employees, helping establish an enterprise sales motion.
Experience closing expansion deals across additional teams or business units.
About us
Raised $18.7M, including a $15M Series A, with backing from Standard Capital, Y Combinator, FCVC, Transpose Platform, and Dropbox Ventures.
A team of 17 and growing.
Based in San Francisco at 650 5th Street.
Benefits
Medical, dental, and vision insurance.
401(k).
Unlimited PTO and sick days, plus company-observed US holidays.
