Enterprise Account Executive

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Overview of the Enterprise Account Executive Role

We are seeking a passionate Enterprise Account Executive to enhance Pulumi's reach with its innovative cloud engineering solutions. The role encompasses a dynamic combination of bringing Pulumi’s revolutionary products to the global market and realizing our vision of enabling every developer to proficiently program the cloud.

The Unique Go-To-Market Strategy

Pulumi stands out in its go-to-market (GTM) approach by leveraging a robust open-source software led growth (OSS PLG) motion. Our focus on engagement and support makes the strategy highly productive, facilitating efficient pipeline building for Account Executives. The social and interactive approach aligns with nurturing a healthier client relationship and converts prospects more effectively.

Key Responsibilities

As an Enterprise Account Executive, your key responsibilities would include prospecting for new business and expanding existing accounts. From nurturing new leads to closing deals, you will carefully manage and track customer data and forecasts. A consultative sales approach will be crucial—understanding the customer's requirements before introducing suitable products. Your knack for articulating intricate product values will significantly impact conveying the benefits of Pulumi’s offerings.

Organizational Culture and Work Environment

At Pulumi, embracing challenges, continuous learning, teaching, and collaboration with a vibrant team form the cornerstone of our culture. We focus on ensuring a work environment that values mutual respect and cultural synergy. As a remote-first organization headquartered in Seattle, WA, this role will be based remotely, specifically targeting the Bay Area.

Primary Objectives in This Role

• Achieve and exceed sales targets on a monthly, quarterly, and annual basis.
• Develop and manage a proactive sales pipeline through prospecting, identifying, and qualifying leads.
• Establish robust relationships, generating growth opportunities and managing existing customer satisfaction.
• Collaborate with Customer Success Managers and the Professional Services team to ensure seamless client engagements and closures.
• Deliver precise product messaging and differentiate Pulumi against competitors.
• Continuously refine and improve sales processes, tools, and materials.

Qualifications for Success

The ideal candidate should possess over six years of in-field quota-carrying experience under competitive and fast-paced conditions, focusing on new business development. A proven history of articulating business value intricacies and surpassing sales targets is key. Strong abilities in fostering business champions and employing complex sales processes, along with familiarity with sales methodologies like MEDDPICC, SPIN, and Challenger Sales, are favored attributes.

Skills in managing time and resources, eagerness to succeed, and understanding of SaaS, devops, and open-source technology will be advantageous. Moreover, retaining an in-depth understanding of Pulumi products and a strong drive to identify and close deals contribute significantly to the role's success. Binding customer success to present and future needs, while honing impeccable communication skills across various platforms, is crucial.

Compensation and Benefits

Pulumi offers a comprehensive compensation package that includes a base salary ranging from $90,000 to $150,000. Depending on quota attainment, the On Target Earnings (OTE) can extend from $180,000 to $300,000, with incentives that might surpass standard OTE thresholds. This package is accompanied by equity and additional employee benefits, tailored to the role and contribution of Sales Account Executives. The position's success largely depends on both individual efforts and the momentum harnessed in the Infrastructure as Software domain.

This job offer was originally published on RemoteOK