This is a hybrid position requiring in-office attendance one day per week at our Atlanta office. Candidates must reside within a commutable distance to be considered.Fullstory's behavioral data is no longer just powering dashboards and session replay. It's becoming core infrastructure for how our customers build and debug AI-driven products. We're hiring a Strategic Account Executive who can sell both stories: the enterprise analytics value Fullstory has always delivered, and the more technical conversation about how that same data helps engineering, product, and ML teams understand what their AI is actually doing in production.
This is a complex, full-cycle Strategic Enterprise sales role that requires speaking credibly to both business and highly technical buyers.
In a typical day, you might:- Own an Enterprise/Strategic territory, responsible for business development, client engagement, and generating both new customer contracts and expansion revenue within existing accounts.
- Build and execute long-term account plans for acquiring and growing accounts, grounded in a thorough understanding of the Enterprise sales cycle.
- Actively prospect new business through cold calling, cold emailing, LinkedIn outreach, and your own network.
- Engage credibly with both business and technical stakeholders, including engineering, product, data, and ML teams, articulating how Fullstory's behavioral data supports their goals, from customer experience to AI development.
- Partner with Solutions Engineering, Professional Services, and Customer Solutions Engineering to run value-based, technical evaluations and demonstrations.
- Manage pipeline accurately using our sales tools, with strong forecasting and deal-stage discipline.
Here's what we're looking for:- 1+ years of quota-carrying SaaS sales experience selling to Enterprise stakeholders in Product, Engineering, Data, or AI/ML organizations, or equivalent experience as a Sales/Solutions Engineer, technical consultant, or technical practitioner moving into a closing sales role.
- Track record of quota attainment, including both net-new and expansion revenue, at an annual quota of $1M+ (or demonstrated equivalent for candidates transitioning from a technical role).
- Experience building multiple relationships across both business and technical stakeholders within complex Enterprise accounts.
- Comfort running or supporting value-based technical demonstrations and evaluations, with working knowledge of (or demonstrated ability to quickly ramp on) observability, LLMOps, or AI/ML concepts.
- Proven ability to both source and qualify net-new business and drive expansion within current accounts.
The base salary for this position ranges from $145,000 to $165,000 USD, and is part of an OTE (on-target earnings) range of $290,000 to $330,000 USD. Total compensation will vary depending on relevant experience, qualifications, and market conditions.
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