Account Executive (Tech / SaaS)

About The Role The Account Executive will own the full sales cycle for a cloud-based observability and application performance platform, helping engineering and DevOps teams monitor distributed systems, troubleshoot incidents, and improve service reliability. The role combines technical discovery with consultative selling across infrastructure, logging, metrics, tracing, and incident-management workflows. Based remotely in Minneapolis, MN, the role will manage a defined territory, build pipeline, and work with engineering leaders, platform teams, and technical executives. Success means translating complex infrastructure challenges into measurable business outcomes and consistently delivering new annual recurring revenue. Key Responsibilities Build and manage a qualified pipeline through outbound prospecting, inbound follow-up, referrals, and partner channels Run discovery sessions with engineering, DevOps, SRE, and IT leaders to identify monitoring gaps, alert fatigue, scalability issues, and operational risk Lead technical and business presentations, product demonstrations, proof-of-concept evaluations, and executive reviews Manage multi-threaded sales cycles from qualification through negotiation, procurement, security review, and close Maintain accurate account, opportunity, forecast, and next-step data in Salesforce or a comparable CRM Partner with solutions engineers, customer success, marketing, and product teams to develop account plans and remove deal blockers Deliver against quarterly bookings, pipeline coverage, win-rate, deal-size, and forecast-accuracy targets What We Are Looking For 3-8 years of quota-carrying B2B software sales experience, preferably selling SaaS, cloud infrastructure, observability, cybersecurity, developer tools, or data platforms Demonstrated success managing full-cycle enterprise or commercial sales motions with measurable quota attainment Working knowledge of cloud and developer technologies, including AWS, Azure, or Google Cloud; APIs, containers, Kubernetes, CI/CD, logs, metrics, and distributed tracing Strong discovery, presentation, negotiation, forecasting, and executive communication skills across technical and business stakeholders Experience using Salesforce or a comparable CRM, along with sales-engagement, conversation-intelligence, and account-research tools Bachelor’s degree in business, technology, communications, or a related field, or equivalent professional experience Bonus: Experience selling to SRE, DevOps, platform engineering, or security teams; familiarity with MEDDICC, SPICED, or another structured qualification methodology; existing relationships in the Minneapolis technology market