Enterprise Account Executive, Pulumi

EMEA

£135-226k

OTE

£68-113k

BASE

+ Bonus or variable + Equity. 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

Senior and Expert level

London

More information about location

Universal infrastructure as code

Be an early applicant

Universal infrastructure as code

101-200 employees

B2BEnterpriseProductivitySaaSDevOpsCloud Computing

Be an early applicant

£135-226k

OTE

£68-113k

BASE

+ Bonus or variable + Equity. 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

Senior and Expert level

London

More information about location

101-200 employees

B2BEnterpriseProductivitySaaSDevOpsCloud Computing

Company mission

To democratize the cloud for every engineer.

Job

Company

Role

Who you are

6+ years of quota-carrying enterprise sales experience, consistently exceeding targets in competitive, fast-paced markets
Proven ability to lead complex sales cycles, build business champions, and drive executive-level engagement
Expertise in articulating the business value of complex technology solutions to both technical and non-technical stakeholders
Deep expertise in modern sales methodologies (e.g., MEDDICC, Challenger, SPIN) and a track record of disciplined, process-driven pipeline management
Experience selling SaaS, infrastructure software, DevOps, or open source technologies
Proven ability to establish credibility with both developers and executive leadership, driving alignment and buy-in across technical and business stakeholders
Strong time and resource management skills with a structured, strategic approach to qualifying and closing opportunities
Relentless drive to win: competitive, growth-oriented, and passionate about building business in a high-momentum market
Effective communicator—written, verbal, and presentation—with attention to detail and a focus on leading customers toward next steps in complex sales cycles
Customer-first mindset, with a commitment to long-term success and value creation for clients

What the job involves

We’re looking for a driven Enterprise Account Executive to help organizations adopt Pulumi’s modern infrastructure platform—enabling teams to build, deploy, and manage cloud infrastructure using the full power of software engineering
Pulumi’s go-to-market motion is anchored in a strong open-source, product-led growth (PLG) foundation, paired with meaningful investment in customer engagement and support
This combination creates a highly productive funnel and a more efficient path to pipeline generation and deal conversion
As an Enterprise Account Executive, you will own the full sales cycle—from prospecting through close and expansion
You’ll engage both new and existing customers, develop and progress opportunities, maintain accurate forecasts, and drive long-term account growth
We operate with a consultative sales approach: understanding customer challenges first, then aligning solutions to deliver measurable value
Your ability to connect technical capabilities to business outcomes will be key in helping customers realize the impact of Pulumi’s platform
Most importantly, at Pulumi you will be challenged, learn, teach, and collaborate with a fun team of people building an amazing culture together
Own and close complex enterprise deals to consistently exceed monthly, quarterly, and annual bookings goals
Proactively build and manage a robust pipeline by proactively engaging target accounts and converting high-quality inbound opportunities
Lead executive-level conversations with CIOs, CTOs, and business leaders, uncovering critical initiatives and aligning our solutions to their strategic priorities
Orchestrate cross-functional account teams—including Customer Engineering, Professional Services, Marketing and Product—to deliver tailored solutions and maximize customer value
Develop deep expertise in our platform and competitive landscape to effectively position differentiated value in the market
Drive continuous improvement by refining sales strategies, tools, and processes to accelerate growth

Salary benchmarks

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

Glassdoor (3.8)

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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