Enterprise Account Executive

Summary

Join Pulumi as an 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. Leveraging Pulumi's strong GTM momentum and unique approach to engagement and support, you will prospect, close, and expand new business opportunities. This role involves identifying and nurturing leads, managing forecasts, and tracking customer data. A consultative sales approach is emphasized, prioritizing understanding customer needs before presenting product solutions. Based remotely in New York, this position offers a chance to contribute to a dynamic, collaborative, and remote-first company culture.

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
• 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
• 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

Benefits

• We offer comprehensive medical, dental, vision, and supplemental insurance at no cost to U.S. employees
• Internationally, we comply with local healthcare requirements and provide regionally appropriate coverage
• Our unlimited PTO policy encourages balance and rest — and we require employees to take at least three weeks off annually, plus 13 U.S. holidays
• U.S. employees are eligible for a 401(k) plan with an employer match to support long-term financial wellness
• We provide 20 weeks of paid leave for birthing parents or primary caregivers, and 16 weeks for non-birthing parents or secondary caregivers
• Pulumi has been fully remote since 2020, with teammates across 20+ U.S. states and 12+ countries
• We support flexible work with asynchronous collaboration and an annual “work from anywhere” stipend
• Every employee receives an annual learning and development budget to support growth, learning, and career goals
• We believe in acting like owners. All employees receive equity and are empowered to think big, move fast, and build the future of cloud together
• We offer a monthly wellness fund to support mental and physical well-being, and a quarterly happiness fund for team connection or personal use
• 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