Enterprise Account Executive

Summary

Join Pulumi as a passionate Enterprise Account Executive and help bring our cloud engineering products to a global audience. You will play a key role in achieving our vision of empowering every developer to program the cloud. This role involves prospecting and closing new business, expanding existing accounts, and managing forecasts. A consultative sales approach is emphasized, focusing on understanding customer needs before presenting solutions. The position is remote, ideally located in the Mid-Atlantic region (D.C. or Virginia). You will collaborate with a fun and supportive team while being challenged to learn and grow.

Requirements

• 5+ years field experience of quota-carrying experience in a fast-paced and competitive market with a focus on new business
• Demonstrated ability to articulate the business value of complex enterprise technology
• A track record of overachievement and hitting sales targets
• Understanding of Public Sector-specific challenges and opportunities, with a track record of successfully positioning solutions to meet the unique needs of government or public entities
• Skilled in building business champions and running a complex sales process
• Demonstrated ability to navigate procurement processes and build relationships with key stakeholders
• Previous Sales Methodology training (e.g. MEDDPICC, SPIN, Challenger Sales)
• Driven and competitive: Possess a strong desire to be successful
• Skilled in managing time and resources; sound approach to qualifying opportunities
• Possess aptitude to learn quickly and establish credibility. High EQ and self-aware
• Impeccable written, verbal, online and in-person communication skills
• Professionalism, attention to detail, and strong follow-up

Responsibilities

• Close business to meet and exceed monthly, quarterly and annual bookings objectives
• Selling into Commercial and Public Sector clients, including government agencies, educational institutions, or other public organizations
• Proactively prospect, identify, qualify and develop a sales pipeline
• Evaluate, qualify and convert incoming leads, gathering information and following up with appropriate decision makers
• Build strong and effective relationships, resulting in growth opportunities
• Work closely with Customer Success Managers and Professional Services team to achieve customer satisfaction
• Facilitate customer engagements; helping connect customers to the right internal and external resources to follow up and close deals
• Know our products, competitive landscape and sales pitch to deliver the right messaging to the right audiences
• Look for and implement improvements to sales processes, tools, and materials

Preferred Qualifications

• Familiarity selling infrastructure Software as a service (SaaS) products, devops and open source technology a plus
• Passionate about growing your career around an established market with a ton of momentum in software (Infrastructure as Software) and
• Developing and maintaining an in-depth understanding of Pulumi products
• Drive to build a business, hunger to find and close deals, and pride in the growth of the business
• Relentless focus on customer success and meeting the needs of present and future customers
• Experience building positive professional relationships with developers and executives

Benefits

• Base Salary Hiring Range: $90,000 -$150,000 ( OTE Range: $180,000 - $300,000)
• All full time employee offers at Pulumi include base salary, bonus or variable, equity and benefits (details below)
• Sales Account Executive roles are also eligible for uncapped incentive pay, which can exceed 100% of the offered On Target Earnings (OTE) depending on quota attainment
• Health (US Only) - We offer competitive medical, dental, vision, and supplemental insurance. It is free for our direct employees to be on our insurance
• Time Off - Unlimited personal time off (PTO). We ask that employees take at least 3 weeks off during the year in addition to the 13 US holidays we recognize
• 401K (US Only) - With employer match
• Parental Leave - 20 weeks paid parental leave for the birthing parent or primary caregiver, and 16 for non-birthing parent or secondary caregiver
• Remote-First - We are a 100% remote-first company with employees in nearly 20 states, and growing internationally; we encourage asynchronous communication and autonomy. We also provide an annual work from anywhere fund to help cover the employee costs of working remotely
• Professional Development & Growth - We encourage a lifelong learning mindset and every employee is given an annual professional development budget
• Equity - As a small but growing startup, we all act like owners and you will earn equity in the company
• Additional Funds - We offer employees a monthly wellness fund to be spent on anything physical and/or mental wellbeing related. We also provide a quarterly happiness fund to be used toward anything that makes our employees happy!