Mid-Market Account Executive

ABOUT the company

The company is the financial control plane for infrastructure cost management. The infrastructure stack is rapidly changing as companies leverage cloud, SaaS and increasing AI vendors to run their companies. As a result there’s a need for these companies to better allocate, govern and forecast costs using a platform like the company.

Our platform is used first and foremost by developers who have been empowered to be held responsible for infrastructure efficiency but done in partnership with finance and FinOps teams. We provide engineering, finance, and FinOps teams with the tools they need to make informed decisions about their cloud infrastructure and ultimately their business.

We're a fast-growing, remote-first company building products for some of the most innovative technology companies in the world.

ABOUT THE ROLE

We are seeking a proactive, highly driven Account Executive with a passion for early-stage startup growth. In this role, you manage inbound interest and take complete ownership of your territory as a true builder and self-sourcer. If you excel at identifying high-value target accounts, prospecting into VP and C-Suite leaders, and systematically generating your own pipeline from scratch, you will thrive here.

This is a great chance to join an early sales team at a company with real product-market fit. You'll be closing real deals, with a focus on Mid-Market accounts, while helping shape the sales motion, the pitch, and the culture of a team that will grow significantly over the next 12–24 months. You won't be fighting over scraps. AEs at the company operate with large territories. The financial upside (salary, uncapped commission, and equity) reflects the early-stage opportunity this is.

WHAT YOU WILL DO

• Systematically research, identify, and prospect key decision-makers across target accounts using creative outbound strategies, cold outreach, and multi-channel sequencing to maintain a high-volume, healthy sales pipeline

• Own the full sales cycle from discovery through close for mid-market accounts

• Run structured, consultative discovery to understand how prospects think about cloud costs and map the company's capabilities to their specific pain

• Partner with Solutions Engineering and Customer Success to deliver compelling demos and smooth handoffs

• Proactively sourcing new opportunities without your territory

• Contribute to playbook development; you'll be one of the first AEs, and what you learn will shape how the team operates

• Provide market feedback to Product and Marketing based on what you're hearing in the field

WHAT WE'RE LOOKING FOR

• 3–6 years of B2B SaaS sales experience, ideally in developer tools, infrastructure, or fintech

• Track record of hitting or exceeding quota in a closing role

• Comfort selling to a dual persona: engineers who care about product quality and finance/ops leaders who care about ROI

• Strong discovery instincts: you ask good questions and know how to surface real pain, not just surface-level interest

• Startup mentality: you thrive with autonomy, don't wait for a perfect playbook, and treat ambiguity as opportunity

• Curiosity about cloud infrastructure

• A kind person

BONUS POINTS

• Experience selling to FinOps, platform engineering, or cloud infrastructure teams

• Familiarity with tools like AWS Cost Explorer, Datadog, Snowflake, or Kubernetes

• Prior experience at a company that went from early-stage to scale

At this time, the company is only set up to employ in the United States