Account Executive (Tech / SaaS)

About The Role The Account Executive owns the full sales cycle for a B2B SaaS platform used by engineering, security, and IT teams to monitor cloud infrastructure, manage application performance, and reduce operational risk. The role combines technical discovery with consultative selling across mid-market and enterprise accounts. Based remotely in Los Angeles, CA, the role partners with solutions engineers, product marketing, and customer success to convert qualified pipeline into recurring revenue. Success means building credible relationships with technical and executive buyers, running disciplined deal processes, and consistently closing new business. Key Responsibilities Manage the full sales cycle from qualification and discovery through technical validation, negotiation, and close using Salesforce Prospect into engineering, DevOps, platform, security, and IT leadership accounts through targeted outbound and inbound follow-up Lead discovery meetings, product demonstrations, and business-case discussions that connect cloud, observability, and security capabilities to customer outcomes Build and maintain accurate pipeline forecasts, opportunity plans, close dates, and next steps in Salesforce Coordinate evaluations, proof-of-concept programs, security reviews, and procurement processes with solutions engineering and legal teams Develop multi-threaded relationships with technical champions, economic buyers, and executive stakeholders across target accounts Partner with customer success and implementation teams to ensure clean handoffs, expansion opportunities, and long-term account value What We Are Looking For 3-8 years of quota-carrying B2B SaaS or enterprise technology sales experience, with a record of meeting or exceeding revenue targets Experience selling to technical buyers in engineering, DevOps, cloud infrastructure, cybersecurity, data, or IT environments Strong command of consultative discovery, MEDDICC or a similar qualification framework, mutual action plans, and forecast discipline Hands-on experience with Salesforce and sales engagement tools such as Outreach, Salesloft, or equivalent platforms Ability to explain technical products clearly to both practitioners and executive decision-makers without relying on jargon Bachelor's degree in business, technology, communications, or a related field, or equivalent professional experience Bonus: experience selling observability, cloud management, developer tools, cybersecurity, or infrastructure software; familiarity with AWS, Azure, Kubernetes, Datadog, Splunk, or similar technologies