Enterprise Account Executive (SoCal)

We are looking for a passionate Enterprise Account Executive to bring Pulumi’s cloud engineering products to the world. You will be a part of realizing a vision where every developer can program the cloud.Pulumi has strong GTM momentum due to our established OSS PLG motion. We differ in how we approach this model with our level of investment around engagement and support which has led to a more productive funnel and efficient pipeline building for our Account Executives. As an Enterprise Account Executive you will be responsible for prospecting and closing new business while expanding on this business over time. You will identify, nurture and close opportunities with both new and existing customers, manage forecasts and track customer data. We're strong proponents of a consultative sales approach - learn about the customer's needs first before talking about products. Your expertise will be critical in helping articulate the value of our products.Most importantly, at Pulumi you will be challenged, learn, teach, and collaborate with a fun team of people building an amazing culture together.While Pulumi is headquartered in Seattle, WA., we are dedicated to being a remote first company. This role will be located remotely in Southern California.In This Job You Will:

Close business to meet and exceed monthly, quarterly and annual bookings objectivesProactively prospect, identify, qualify and develop a sales pipelineEvaluate, qualify and convert incoming leads, gathering information and following up with appropriate decision makersBuild strong and effective relationships, resulting in growth opportunitiesWork closely with Customer Success Managers and Professional Services team to achieve customer satisfactionFacilitate customer engagements; helping connect customers to the right internal and external resources to follow up and close deals.Know our products, competitive landscape and sales pitch to deliver the right messaging to the right audiences.Look for and implement improvements to sales processes, tools, and materials.To Be Successful In This Role, You Have:

4+ years field experience of quota-carrying experience in a fast-paced and competitive market with a focus on new businessDemonstrated ability to articulate the business value of complex enterprise technologyA track record of overachievement and hitting sales targetsSkilled in building business champions and running a complex sales processPrevious Sales Methodology training (e.g. MEDDPICC, SPIN, Challenger Sales)Familiarity selling infrastructure Software as a service (SaaS) products, devops and open source technology a plusDriven and competitive: Possess a strong desire to be successfulSkilled in managing time and resources; sound approach to qualifying opportunitiesPossess aptitude to learn quickly and establish credibility. High EQ and self-awarePassionate about growing your career around an established market with a ton of momentum in software (Infrastructure as Software) andDeveloping and maintaining an in-depth understanding of Pulumi productsDrive to build a business, hunger to find and close deals, and pride in the growth of the business.Relentless focus on customer success and meeting the needs of present and future customers.Experience building positive professional relationships with developers and executives.Impeccable written, verbal, online and in-person communication skills.Professionalism, attention to detail, and strong follow-up.Compensation:

Base Salary Hiring Range: $90,000 -$150,000 (

OTE Range: $180,000 - $300,000)All full time employee offers at Pulumi include base salary, bonus or variable, equity and benefits (details below).Sales Account Executive roles are also eligible for uncapped incentive pay, which can exceed 100% of the offered On Target Earnings (OTE) depending on quota attainment.

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