54 applicants

Company

Pulumi · 18 hours ago

Enterprise Account Executive (Mid-Atlantic)

Remote - USA

Full-time

Remote

Mid, Senior Level

$90K/yr - $150K/yr

5+ years exp

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Comp. & Benefits

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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.

Qualification

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Quota-carrying experienceArticulate business valuePublic Sector knowledgeSales Methodology trainingSaaS sales experienceConsultative sales approachRelationship buildingCustomer success focus

Required

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

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)

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

Preferred

Familiarity selling infrastructure Software as a service (SaaS) products, devops and open source technology a plus

Previous Sales Methodology training (e.g. MEDDPICC, SPIN, Challenger Sales)

Benefits

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!