Account Executive (Tech / SaaS)

About The Role The Account Executive owns the full sales cycle for a cloud-based B2B SaaS platform used by engineering, security, and IT teams to manage infrastructure, data, and operational workflows. The role turns technical discovery into business cases, coordinates evaluations, and closes new annual recurring revenue with mid-market and enterprise customers. You will work with solution engineers, product specialists, marketing, and customer success to engage multiple stakeholders, including CTOs, VPs of Engineering, DevOps leaders, and security teams. Success requires commercial discipline, technical curiosity, and the ability to connect platform capabilities to measurable outcomes such as faster deployments, lower infrastructure cost, and improved reliability. Key Responsibilities Own the full sales cycle from qualified discovery through negotiation, close, and handoff to customer success Build and manage a territory plan covering target accounts, buying committees, whitespace, and expansion opportunities Run discovery meetings and technical evaluations that uncover infrastructure, security, data, and developer-workflow requirements Partner with solution engineers to deliver product demonstrations, proof-of-concept plans, architecture discussions, and technical responses to RFPs Maintain accurate opportunity data, forecasting, next steps, and close plans in Salesforce or a comparable CRM Create business cases and executive presentations that quantify ROI, operational impact, and adoption requirements Collaborate with marketing, partnerships, and customer success to generate pipeline, support references, and improve win rates What We Are Looking For 3-8 years of quota-carrying B2B SaaS sales experience, preferably selling to engineering, DevOps, infrastructure, data, or security teams Proven record of exceeding new-business quota in mid-market or enterprise accounts with multi-stakeholder buying processes Strong discovery, presentation, negotiation, and written communication skills across both technical and executive audiences Working knowledge of cloud and developer technologies such as AWS, Azure, GCP, Kubernetes, APIs, CI/CD, observability, or data platforms Hands-on experience with Salesforce or a comparable CRM, along with sales engagement, forecasting, and account-planning tools Bachelor’s degree in business, technology, communications, or a related field, or equivalent professional experience Bonus: Experience selling infrastructure, developer tooling, cybersecurity, data platforms, or technical services; familiarity with MEDDICC, MEDDPICC, or another structured sales methodology