Strategic Account Executive, AMER

Required

• Enterprise hunting track record. You've consistently won larger enterprise deals with new logos through complex, multi-year enterprise sales cycles, and hit or beaten quota by building your own pipeline rather than expanding an inherited book.
• Data ecosystem background. You've sold in the data ecosystem, observability, or infrastructure. You can talk pipelines, observability, and AI readiness with technical buyers without relying entirely on your SE.
• Value selling and executive presence. You find the customer's real pain, develop champions, and build the business case. You use MEDDPICC to qualify deals, not as a substitute for a selling strategy. You have business conversations with C-level buyers about risk, reliability, and outcomes.
• Builder mindset. You've succeeded in startup or scale-up environments without a mature playbook. You can create urgency around problems that don't have a budget line yet, and you take coaching fast without needing hand-holding.
• Consumption model fluency (plus). You have experience with usage-based pricing, or a real interest in how forecasting works when deal size flexes with adoption.
• This Is Not For You If
• You need a mature playbook and steady inbound to hit your number
• Your track record is mainly expanding existing accounts rather than hunting new logos
• You're uncomfortable going deep with technical buyers alongside business stakeholders
• You prefer transactional cycles over 3–6 month, multi-stakeholder enterprise deals
• We created the data observability category, and we're doing it again with agent trust — you'll build where the market is forming, not where it's settled
• Series D, $236M raised, backed by Accel, Redpoint, Notable Capital, ICONIQ Growth, and Salesforce Ventures