Enterprise Account Executive

Summary

Join Pulumi as a passionate Enterprise Account Executive and contribute to our mission of empowering developers to program the cloud. You will play a key role in driving sales growth by prospecting, qualifying, and closing new business opportunities, while expanding existing accounts. This role requires a consultative sales approach, focusing on understanding customer needs before presenting solutions. You will collaborate with internal teams to ensure customer satisfaction and contribute to process improvements. Based remotely in the Bay Area, this position offers a competitive compensation package and comprehensive benefits.

Requirements

• 6+ 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
• Skilled in building business champions and running a complex sales process
• 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
• 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
• We provide comprehensive medical, dental, vision, and supplemental insurance at no cost to U.S. employees, and comply with local health benefit requirements internationally
• We have an unlimited Personal Time Off (PTO) policy and require employees to take at least three weeks off annually, in addition to 13 U.S. holidays
• We offer a 401(k) with an employer match for U.S. employees to support long-term financial security
• We provide 20 weeks of paid leave for the birthing parent or primary caregiver and 16 for the non-birthing parent or secondary caregiver
• Our workforce is fully remote, spanning over 20 states and 12 countries. We encourage asynchronous collaboration and support remote work with an annual "work from anywhere" fund
• Each employee receives an annual development budget, reinforcing our commitment to continuous learning
• As a growing startup, all employees receive equity and are encouraged to be frugal, scrappy, and to act like owners
• We offer a monthly wellness fund for physical or mental well-being and a quarterly happiness fund for personal and team use