Enterprise Account Executive, Pulumi
$180-300k
OTE
$90-150k
BASE
+ Bonus or variable & Equity. + Eligible for uncapped incentive pay, which can exceed 100% of the offered On Target Earnings (OTE) depending on quota attainment
Universal infrastructure as code
Job no longer available
Universal infrastructure as code
101-200 employees
Job no longer available
$180-300k
OTE
$90-150k
BASE
+ Bonus or variable & Equity. + Eligible for uncapped incentive pay, which can exceed 100% of the offered On Target Earnings (OTE) depending on quota attainment
101-200 employees
Company mission
To democratize the cloud for every engineer.
Role
Who you are
- We're strong proponents of a consultative sales approach - learn about the customer's needs first before talking about product
- Your expertise will be critical in helping articulate the value of our products
- 4+ years field experience of quota-carrying experience in a fast-paced and competitive market with a focus on new business
- Demonstrated ability to articulate the business value of complex enterprise technology
- A track record of overachievement and hitting sales targets
- Skilled in building business champions and running a complex sales process
- Previous Sales Methodology training (e.g. MEDDPICC, SPIN, Challenger Sales)
- Familiarity selling infrastructure Software as a service (SaaS) products, devops and open source technology a plus
- Driven and competitive: Possess a strong desire to be successful
- Skilled in managing time and resources; sound approach to qualifying opportunities
- Possess aptitude to learn quickly and establish credibility. High EQ and self-aware
- Passionate about growing your career around an established market with a ton of momentum in software (Infrastructure as Software) and
- Developing and maintaining an in-depth understanding of Pulumi products
- Drive 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
What the job involves
- 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
- 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
- Close business to meet and exceed monthly, quarterly and annual bookings objectives
- Proactively prospect, identify, qualify and develop a sales pipeline
- Evaluate, qualify and convert incoming leads, gathering information and following up with appropriate decision makers
- Build strong and effective relationships, resulting in growth opportunities
- Work closely with Customer Success Managers and Professional Services team to achieve customer satisfaction
- Facilitate 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
Our take
The Infrastructure-as-Code (IaC) space is expanding rapidly, driven by the increasing complexity of cloud services and the growing adoption of cloud technologies by developers and teams who want to reduce operational overhead. Pulumi works to bring together infrastructure, developer, and security teams to help build and operate cloud applications more efficiently.
The service is compativble with all major clouds and programming languages, providing teams with flexibility and reducing silos that can form with other IaC tools. Pulumi has also expanded its platform to include governance and compliance features, testing support, and policy-as-code, creating a more comprehensive cloud engineering solution for modern workloads. And the platform is trusted by over 3,700 customers worldwide, including Snowflake, Nvidia, and the BMW Group.
Building on this foundation, Pulumi recently launched Pulumi Neo, the industry's first AI agent purpose-built for platform engineering. Neo automates infrastructure tasks end-to-end while respecting enterprise governance, allowing teams to provision, deploy, and manage infrastructure faster and more safely. Early adopters report transformative results, including reducing provisioning time from days to hours, deploying features up to 75% faster, and cutting policy violations by 90%. This combination of AI-driven automation, enterprise-grade controls, and aproven customer base puts Pulumi at the forefront of the cloud engineering market.
Freddie
Company Specialist at Welcome to the Jungle
Insights
14% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Oct 2023
$41m
SERIES C
Oct 2020
$37.5m
SERIES B
Total funding: $106.5m
Company HQ
Pike Pine Retail Core, Seattle, WA
Leadership
Joe Duffy
(Founder & CEO)Worked as an independent consultant, then Senior Software Engineer at EMC. Subsequently spent over a decade in various senior roles at Microsoft, ultimately Partner Developer of Technical Strategy and Developer Tools.
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