Enterprise Account Executive

Summary

Join Embrace as a high-impact Enterprise Account Executive (AE) to acquire new mid-market and enterprise clients. You will manage the entire sales cycle, from prospecting to closing deals, utilizing various sales strategies and collaborating with cross-functional teams. This role demands experience in SaaS sales, particularly with technical stakeholders and complex sales cycles involving SDKs or developer-focused products. You will need to be proficient in articulating technical and business value to diverse stakeholders and using frameworks like MEDDPICC. Embrace offers a competitive compensation package, including equity and other benefits, and while remote, values in-person collaboration through occasional company gatherings.

Requirements

• 5+ years of full-cycle SaaS sales experience; 2+ years selling to technical stakeholders
• Experience selling products with SDKs, integrations, or developer-focused value propositions
• Proven ability to manage 6–9 month deal cycles with $75K–$150K ACV (and up)
• Fluent in articulating technical and business value to multiple stakeholders
• Experience using MEDDPICC, Command of the Message , or similar methodologies
• Strong collaboration skills. Thrives in a deal-team model with SEs, SDRs, and partners
• Naturally curious, competitive, and intellectually agile

Responsibilities

• Own the full sales cycle from prospecting to close across enterprise and mid-market accounts
• Cultivate opportunities through outbound prospecting , inbound leads , and strategic partnerships (e.g., Grafana)
• Drive and manage proof-of-value (POV) trials , partnering with Solutions Engineers to scope and execute effectively
• Engage both technical buyers (Mobile Leads, SREs, Frontend Leads, VPs Eng) and executive sponsors (CTOs, CPOs)
• Differentiate Embrace against homegrown tools and platform competitors by leading value-based sales conversations
• Build and execute deal strategies using MEDDPICC or similar frameworks
• Collaborate with SDRs, SEs, Marketing, and Customer Success to quarterback deal execution
• Consistently maintain pipeline hygiene and forecasting discipline in Salesforce and Gong
• Represent Embrace at events, onsite meetings, and partner-led field activities

Preferred Qualifications

• Familiarity with DevOps, mobile development, or observability is a strong plus
• Experience executing POVs/POCs with engineering teams

Benefits

• In the United States, the OTE annual compensation range for this role is $225k - $300k
• Actual compensation may vary based on level, experience, and skillset as assessed in the interview process
• Benefits include equity and other benefits as detailed on our careers page
• Though Embrace is a remote company, gathering is essential to our culture for collaboration and connection
• We like to ensure that all of our team members have the ability to travel so that they can attend occasional company events (like our annual company trip!), working sessions, or conferences with other team members