Account Executive (SMB/Commercial)

TL;DR

Account Executive (SMB/Commercial): Own full-cycle sales from outbound prospecting to closed-won deals targeting DevOps, Platform, and Engineering leaders in SMB, commercial, and mid-market accounts with an accent on pipeline generation, technical discovery, and competitive displacement. Focus on self-sourcing opportunities, running POCs, crafting ROI business cases, and converting accounts from Datadog, Elastic, or Splunk.

Location: United States (Remote). Timezone overlap for core collaboration hours required; occasional travel for events, customer visits, and team offsites.

Compensation: OTE $150K–$200K (50/50 split), plus equity. Target quota: $500K–$750K ARR.

Company

Fast-growing, developer-forward observability platform for logs, metrics, and traces, backed by leading investors and trusted in SaaS, fintech, e-commerce, and enterprise.

What you will do

• Self-source pipeline through outbound prospecting via email, LinkedIn, events, and account-based plays targeting DevOps and infrastructure leaders.
• Run full-cycle deals from cold outreach through technical discovery, POC, negotiation, and close without handoffs.
• Conduct technical discovery on observability pain points like cost overruns, alert fatigue, and Kubernetes complexity.
• Manage evaluations with Solutions Engineering, keep stakeholders aligned, and build ROI models for value selling.
• Drive competitive displacement from Datadog, Elastic, or Splunk by addressing cost and complexity pains.
• Maintain CRM hygiene in HubSpot and surface market feedback for product and ICP refinement.

Requirements

• 2–5 years of full-cycle B2B SaaS sales experience, ideally in devtools, infrastructure, cloud, or observability.
• Proven self-starter skilled in building pipeline from scratch and hitting/exceeding quota consistently.
• Strong technical understanding of Kubernetes, cloud costs, log pipelines, and monitoring architecture.
• Experience competing against or selling against Datadog, Elastic, Splunk, or similar.
• Confident communicator for technical and business stakeholders from engineers to C-suite.
• Thrives in early-stage environments with ambiguity and process-building.

Culture & Benefits

• Product-obsessed, customer-driven culture with high ownership, quick movement, and empowerment for big swings.
• Competitive base + uncapped commission + meaningful equity.
• Full benefits, flexible schedule, and unlimited PTO.
• Direct access to CRO, influence on GTM strategy, and growth paths to Senior AE or team lead.
• Sell a technically differentiated, open-source-rooted product with strong customer love.