Account Executive (Tech / SaaS)

About The Role The Account Executive owns the full sales cycle for a cloud-based developer infrastructure platform that helps engineering teams monitor services, manage incidents, and improve application reliability. The role works with engineering, DevOps, platform, and security leaders to connect technical requirements to measurable business outcomes. Based in Seattle with a hybrid schedule, the role combines strategic account planning, technical discovery, product demonstrations, and commercial negotiation. Success means building qualified pipeline, navigating multi-stakeholder buying committees, and consistently turning complex SaaS evaluations into durable customer relationships. Key Responsibilities Prospect into mid-market and enterprise accounts through targeted outbound campaigns, inbound follow-up, partner referrals, and expansion opportunities Own the sales cycle from qualification through close, including discovery, technical validation, proposal development, procurement, and contract negotiation Run consultative discovery with engineering, DevOps, SRE, IT, and security stakeholders to identify observability, incident-management, and cloud operations challenges Deliver tailored product demonstrations and coordinate proof-of-concept evaluations with solutions engineers and customer success managers Maintain accurate opportunity data, forecasts, activity records, and next steps in Salesforce or a comparable CRM Build account plans that map organizational structure, technical priorities, competitive landscape, decision criteria, and executive sponsors Partner with marketing, product, solutions engineering, and customer success to improve messaging, accelerate deals, and support expansion revenue What We Are Looking For 3-8 years of quota-carrying B2B SaaS or technology sales experience, preferably selling to engineering, DevOps, IT, or security teams Demonstrated success managing complex sales cycles with multiple stakeholders and annual contract values in the mid-market or enterprise segment Working knowledge of cloud infrastructure and developer tools, including AWS, Azure, Kubernetes, APIs, CI/CD, observability, or incident management platforms Strong discovery, presentation, negotiation, and written communication skills; able to translate technical capabilities into business value Experience using Salesforce or a comparable CRM, sales-engagement platforms, and forecasting methodologies to manage pipeline and revenue performance Bachelor’s degree in business, technology, communications, or a related field, or equivalent professional experience Bonus: experience selling developer infrastructure, cybersecurity, data platforms, or other technical products; familiarity with MEDDICC, MEDDPICC, or Challenger sales frameworks