Account Executive (Tech / SaaS)

About The Role The Account Executive owns the full sales cycle for a B2B SaaS platform used by engineering, IT, and security teams to monitor cloud infrastructure, automate workflows, and improve operational reliability. The role combines technical discovery with consultative selling to help prospects evaluate business impact, implementation requirements, and product fit. You will manage a defined territory from prospecting through close, working with technical champions, department leaders, and executive stakeholders. Success depends on building qualified pipeline, running structured evaluations, and consistently converting opportunities into annual recurring revenue in a remote, metrics-driven environment. Key Responsibilities Own the full sales cycle from account research and outbound prospecting through discovery, product demonstrations, negotiation, and contract execution Build and maintain a qualified pipeline using Salesforce, HubSpot, Outreach, or comparable CRM and sales-engagement tools Lead discovery with engineering, DevOps, IT, and security stakeholders to identify infrastructure, workflow, compliance, and cost-management challenges Deliver tailored product demonstrations that connect cloud monitoring, automation, integrations, and analytics capabilities to measurable business outcomes Coordinate technical evaluations, proofs of concept, security reviews, and procurement processes with solutions engineering, legal, and customer success Forecast accurately by maintaining opportunity stages, close dates, deal risks, and next steps in the CRM Develop expansion opportunities within existing accounts by identifying new teams, use cases, and product adoption gaps What We Are Looking For 3-8 years of quota-carrying experience in B2B SaaS, cloud infrastructure, cybersecurity, developer tools, or enterprise technology sales Documented success meeting or exceeding annual revenue targets, with experience managing complex sales cycles and multi-stakeholder deals Strong technical fluency in cloud platforms, APIs, SaaS integrations, observability, DevOps workflows, or related infrastructure technologies Proficiency with Salesforce or an equivalent CRM, sales-engagement platforms, video-conferencing tools, and pipeline reporting Excellent discovery, presentation, negotiation, and written communication skills with the ability to engage both technical and executive audiences Bachelor’s degree in business, technology, communications, or a related field, or equivalent professional experience Bonus: Experience selling to engineering or security organizations, familiarity with AWS, Azure, or GCP, and experience working with MEDDICC, MEDDPICC, or another structured sales methodology