Commercial Account Executive

Summary

Join Develocity, a leading provider of software solutions for accelerating and optimizing builds, as a Commercial Account Executive. You will be the primary point of contact for mid-market prospects and customers, managing diverse accounts and guiding them through Develocity's offerings. Responsibilities include achieving revenue targets, articulating Develocity's value, developing strategic account plans, driving pipeline growth, and leading the full sales cycle. You will also engage with customers at industry events, analyze wins and losses, contribute to sales process refinement, and collaborate cross-functionally. The ideal candidate possesses proven SaaS sales experience, a strong understanding of developer tooling, and excellent communication and interpersonal skills. This remote position, based in Europe, offers the opportunity to be part of a growing company transforming software development.

Requirements

• A strong desire to help customers maximize the value of their investment in Develocity by improving developer productivity and accelerating software delivery
• Proven experience in SaaS sales, with a track record of selling to software development teams
• Genuine interest in developer tooling, build and test acceleration, and the open-source ecosystem
• Excellent communication and interpersonal skills, with the ability to engage both technical and executive stakeholders
• Motivated, results-driven, and highly adaptable, thriving in a fast-paced, customer-focused environment
• Strong negotiation, presentation, and closing skills, with a consultative approach to selling

Responsibilities

• Achieve or exceed revenue targets by cultivating strong customer relationships
• Clearly articulate the value of Develocity to prospective and existing customers in your assigned region
• Own your territory by developing and executing strategic account plans, identifying key stakeholders, and navigating complex buying processes
• Drive pipeline growth through a consistent cadence of prospecting and engaging with key engineering and leadership personas
• Lead the full sales cycle, from initial outreach to close, expanding Develocity adoption
• Maintain accurate forecasting and consistently track progress against quarterly goals
• Engage with customers at industry events and Gradle-hosted sessions to strengthen relationships and generate new business
• Analyze wins and losses, sharing insights with sales, marketing, and technical teams to improve our approach
• Contribute to continuous improvement by refining sales processes and documenting best practices in our sales playbook
• Collaborate cross-functionally with Customer Success, Solutions Engineering, and Sales Development for a seamless customer experience
• Be the voice of the customer, providing feedback and contributing product ideas to enhance Develocity
• Master MEDPICC and Command of the Message to drive consistent and effective deal execution
• Willingness to travel to meet customers in person and comply with company travel policies

Preferred Qualifications

• Experience working in DevOps or Developer Tooling companies
• Experience with MEDDPICC
• Experience with the following tools: Salesforce, SalesLoft, ZoomInfo, Gong

Benefits

• Be part of a growing company that is transforming the way developers build software
• Work in a fast-paced, collaborative, and innovative environment
• Pragmatism in execution and getting things done
• Open communication and respect for each other