Enterprise Account Executive

WHO WE ARE

We believe that open-source software, open standards and APIs are the greatest transformational tools for organizations in the modern software development era.

Our mission at the company is to provide developers with APIs and tools that help them focus on their code and not on infrastructure. As online digital services need to handle more load and run on multiple clouds or on-premises environments, programming to higher level abstractions delivers consistent, secure and reliable code that is easily portable and helps organizations de-risk their projects.

The company is founded by the creators of the Dapr [link for members] and KEDA [link for members] open-source projects, and who led the user experience, design and development of hyper-scale infrastructure cloud services, serverless platforms and open-source projects at Microsoft. Dapr has now achieved graduated status within the CNCF, joining renowned projects like Kubernetes, Prometheus, and Istio.

We are backed by top VC firms and supported with industry leading investors and advisors including Joe Beda (Kubernetes Co-Founder, former Co-Founder / CTO at Heptio) Matt Klein (Creator of Envoy, Lyft), Mark Russinovich (CTO, Microsoft Azure), William Morgan (Creator of Linkerd, CEO Buoyant), Seth Vargo (Senior Staff Engineer, Google), Adam Gross (Former CEO, Heroku), Sri Viswanath (Former CTO, Atlassian), Adam Frankl (Dev Marketing Expert, Neo4J & JFrog), and Roopak Venkatakrishnan (Head of platforms, Bolt).

ABOUT THE TEAM

We are looking for Enterprise Account Executives to help accelerate our go-to-market efforts at the company. The team consist of talented and passionate professionals with an entrepreneurial spirit to hunt, farm and grow the business.

The company builds solutions for developers, platform engineers and security teams. Dapr (dapr.io [link for members] is an important foundation to the company solution providing customers with APIs that abstract away the complexity of common challenges when building distributed applications so they can focus on business value and keep code lean and portable. The company Catalyst is our SaaS and BYOC product helping customers make AI agents reliable and secure.

This role is remote but the hires must be located in: (1) SF / Bay Area; (2) New York; and/or (3) London, UK.

ABOUT THE ROLE

We’re looking to expand our sales team by hiring an Enterprise Account Executive who has experience and is passionate about selling technical solutions to engineering and security teams.

As an Enterprise Account Executive, you will be responsible for driving revenue growth through the acquisition of new enterprise clients, startups and digital natives. In addition, you will be on-point for expanding existing relationships with current customers.

As an early Enterprise Account Executive for the company, you will have the opportunity to influence the strategy of our go-to-market team and represent the ‘voice of the customer’ to influence the direction of our product.

You’ll be a brand ambassador with customers and with teammates alike. You will have many opportunities for cross-functional collaboration with partners in marketing, customer success, and product. We’re looking for an experienced, self-starter who can hit the ground running, is passionate about talking to customers, and can wear multiple hats in these early days of unlocking business.

RESPONSIBILITIES

• New Customer Acquisition: Meet and exceed revenue targets, with a focus on acquiring new customers within the developer community. Proactively source new leads and new business opportunities to ensure a robust pipeline. Evangelize the company’s products to new customers.

• Customer Relationship Management:

• Build and maintain strong, long-lasting relationships with key customers. Act as the main point of contact for client inquiries and ensure customer satisfaction.

• Present the value of the company software to senior executives mainly across technical functions.

• Reach out to new trials/users within customers to expand use cases and drive more revenue.

• Ensure healthy customer retention and expansion through consultative partnerships.

• Market Analysis: Conduct market research to identify trends, opportunities, and competitive insights. Use this information to inform sales strategies and positioning in the market. Stay abreast of industry trends and competitor activities to inform strategic decision-making.

• Collaboration: Work closely with the customer success, product, and marketing teams to align sales efforts with overall company objectives. Provide valuable insights from customer interactions to shape product development and marketing strategies. Collect and share product feedback to our internal teams.

• Pipeline Management: Build the reports to help define the sales pipeline. Manage and track sales pipeline and forecast accurately in Hubspot. Utilize Hubspot to maintain up-to-date information on leads, opportunities, and customer interactions.

• Sales Presentations: Deliver compelling presentations and product demonstrations to potential clients, showcasing the value proposition of the company's solutions. Be an exemplary ambassador for the company, both internally and externally.

• Feedback Loop: Act as a bridge between customers and the internal teams, providing feedback on customer needs, pain points, and industry trends. Collect and share product feedback to our internal teams.

REQUIREMENTS

• 10+ years of technology sales experience with a preference for technical SaaS products and/or infrastructure.

• 5-10+ years of quota-carrying sales closing experience with a track record of over-performance.

• Experience on a fast-growing sales team with a preference for startup and product-led companies.

• Strong communicator, both verbal and written, with great poise and concise articulation.

• Excellent negotiation, and presentation skills.

• Strong problem-solving skills, the ability and the desire to find solutions and build processes where none previously exists.

• On top of being a product expert of the company, you thrive as an industry expert and thought leader. You create ‘Ah ha!’ moments for customers, speaking directly to their challenges and coming up with viable solutions.

• Ability to thrive in a fast-paced, ambiguous, diverse, and highly collaborative team environment.

• You obsess over providing a top-tier experience for your customers

• Bachelor's degree in Business, Marketing, or a related field.

The company BENEFITS

• Competitive compensation

• Company equity

• Remote first & flexible work environment

• Flexible paid time off

• Comprehensive healthcare for you and your dependents

• Choice of hardware

• $1000 for home office setup

• Monthly WFH stipend

• Team events & gatherings

• Chance to collaborate with industry-leading figures

The company, Inc. is an Equal Opportunity Employer. We do not discriminate on the basis of race, religion, color, sex, gender identity, sexual orientation, age, non-disqualifying physical or mental disability, national origin, veteran status, or any other basis covered by appropriate law. All employment is decided on the basis of qualifications, merit, and business need. We embrace and celebrate differences and diversity.