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Pulumi has strong GTM momentum due to our established OSS PLG motion. We differ in how we approach this model with our level of investment around engagement and support which has led to a more productive funnel and efficient pipeline building for our Account Executives. As an Enterprise Account Executive you will be responsible for prospecting and closing new business while expanding on this business over time. You will identify, nurture and close opportunities with both new and existing customers, manage forecasts and track customer data. We’re strong proponents of a consultative sales approach – learn about the customer’s needs first before talking about products. Your expertise will be critical in helping articulate the value of our products.
Most importantly, at Pulumi you will be challenged, learn, teach, and collaborate with a fun team of people building an amazing culture together.
While Pulumi is headquartered in Seattle, WA., we are dedicated to being a remote first company. This role will be located remotely in the Bay Area.
In This Job You Will:
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.
To Be Successful In This Role, You Have:
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)
Familiarity selling infrastructure Software as a service (SaaS) products, devops and open source technology a plus
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.
Compensation:
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.
#Salary and compensation
No salary data published by company so we estimated salary based on similar jobs related to DevOps, Cloud and Sales jobs that are similar:
$50,000 – $95,000/year
#Benefits
401(k)
🌎 Distributed team
⏰ Async
🤓 Vision insurance
🦷 Dental insurance
🚑 Medical insurance
🏖 Unlimited vacation
🏖 Paid time off
📆 4 day workweek
401k matching
🏔 Company retreats
🏬 Coworking budget
📚 Learning budget
Free gym membership
🧘 Mental wellness budget
Home office budget
🥧 Pay in crypto
🥸 Pseudonymous
Profit sharing
Equity compensation
⬜ No whiteboard interview
👀 No monitoring system
🚫 No politics at work
🎅 We hire old (and young)
#Location
San Francisco Bay Area, California, United States
