Commercial Account Executive - West Coast

ABOUT the company

Join the company and help us define the future of observability. We are OpenTelemetry-native, building a delightful, simple, and AI-centric platform that eliminates vendor lock-in and meaningless toil. Shape a product developers love, with transparent pricing and built-in cost control.

The Opportunity

The company is experiencing rapid growth and we're looking for a Commercial Account Executive to drive our expansion across the US market. This is a high-impact role where you'll be responsible for acquiring and closing new logos, building our presence in a key market, and helping define the sales motion at a category-defining startup.

You'll be the tip of the spear in our commercial sales efforts — managing the full sales cycle and articulating the value of the company to technical leaders. If you're a driven, technically curious seller who thrives on building something from the ground up, this is your role.

This role can be based anywhere on the West Coast of the United States.

What You'll Do

• Drive the full sales cycle from initial contact to close, with a primary focus on acquiring new logos in the commercial and mid-market segments.

• Work inbound leads, signups, and intent signals while driving outbound initiatives to create quality pipeline.

• Master and articulate the value of the company platform to technical leaders — VPs of Engineering, SREs, and Platform Engineers.

• Strategically prospect into target accounts, creatively mapping organizations to identify key decision-makers and champions.

• Partner closely with Sales Development and Marketing to generate a robust pipeline of qualified opportunities.

• Conduct compelling product demonstrations and manage technical validation cycles (POCs) that showcase how the company solves critical customer pain points.

• Utilize modern sales methodologies like MEDDPICC to ensure a repeatable, scalable sales process.

• Maintain meticulous records and provide accurate forecasting in our CRM.

What You Bring

• 2+ years of quota-carrying experience in a closing role within B2B technology sales, preferably in infrastructure, DevOps, or observability.

• A demonstrated history of consistently meeting or exceeding sales targets in a competitive environment.

• Comfortable and credible in technical conversations — you don't need to be a coder, but you're passionate about learning how technology solves business problems.

• A natural curiosity and entrepreneurial mindset — you're excited by the challenge of breaking into new accounts and establishing market presence.

• Outstanding communication and presentation skills.

• Disciplined in your sales approach — you understand the value of qualification and are committed to accurate pipeline management.

Nice to Have

• Direct experience selling observability, APM, or related developer tools.

• Familiarity with the OpenTelemetry and Observability ecosystem.

• Formal training in Command of the Message and/or MEDDPICC.

• Experience in a high-growth, venture-backed startup environment.

Why the company

This is a unique opportunity to help build a generational company. The company is backed by top-tier investors including Balderton Capital, Accel, and Cherry Ventures, and led by a founding team with decades of experience in observability. We're in the middle of a massive growth phase after our Series B, and we're just getting started.

If you're looking for a place where a great product meets great people, where momentum is real, and your impact is visible from day one — this is it.

What we offer

• Competitive salary & meaningful equity participation; you'll own part of what you're building

• Flexible, remote-first work environment with offices in New York, Amsterdam, and Munich

• €60/month Lifestyle allowance

• Location-specific benefits

• Collaborative, fast-moving team culture with a builder mindset

• Clear path for career growth and development

• Direct access to founders and leadership