Account Executive, Digital Natives
On-siteSan Francisco, California, United States
Job Summary
Own a territory of high-growth, engineering-driven companies from prospecting through close, identifying accounts with the greatest impact and developing a point of view to win them. Build relationships across engineering, platform, DevOps, finance, and executive stakeholders while running a disciplined sales process from initial conversation through evaluation, commercial negotiation, and close. Generate your own pipeline through targeted outbound, creative prospecting, events, referrals, and your own network, prioritizing the right accounts using product signals, engineering growth, cloud usage, funding, and hiring data. Partner with Solutions Engineers to run technical discovery, evaluations, and proof-of-concepts, translating improvements in speed, reliability, developer productivity, and infrastructure cost into a compelling business case. Multithread from individual engineers and platform teams to engineering leadership, founders, and CTOs, building champions and navigating security, procurement, legal, and commercial negotiations. Bring customer and market feedback directly to product and engineering to help refine messaging, qualification criteria, sales process, and playbooks, operating like an owner with meaningful influence over how the sales organization builds.
Required Qualifications
- 3+ years of quota-carrying AE experience
- Ideally selling infrastructure, developer tools, cloud services, observability, security, or technical SaaS
- Track record of consistently generating your own pipeline and winning net-new logos
- Comfortable selling to engineers and technical executives
- Ability to build credibility with highly technical buyers
- Curiosity to learn how the underlying technology actually works
- Ability to run a structured sales process
- Ability to move quickly when the customer is ready to move
- Experience navigating both bottom-up adoption and top-down enterprise buying motions
- Experience multithreading, building champions, and connecting technical value to business outcomes
- Ability to communicate clearly
- Ability to make complicated infrastructure concepts easy to understand
- High standards for preparation, follow-through, and pipeline discipline
- Desire to build and create playbooks rather than inherit one
Desired Qualifications
- Experience selling into Digital Native, startup, or developer-first companies
- Experience selling CI/CD, developer infrastructure, cloud infrastructure, observability, databases, security, or adjacent products
- Familiarity with GitHub Actions, CI pipelines, cloud economics, or developer productivity
- Experience working in a PLG or product-led sales environment
- Experience at an early-stage or hypergrowth company
- Understanding of the pace and ambiguity that comes with early-stage or hypergrowth companies
- Experience building territories, outbound motions, or sales processes from scratch
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