Major Enterprise Account Executive, Coralogix

• 5+ years selling complex software and services in the field, ideally with conceptual or Proof of Value-led sales motions
• Demonstrated success displacing incumbents and building compelling ROI-led business cases that win share from established vendors
• Proven ability to win new logos via outbound pipeline generation - you must be ready to own this personally
• Track record of scaling enterprise accounts through strategic upsell and cross-sell
• Sustained performance over the last 5–7 years, with at least two consecutive years above quota or top of your peer group (we want operators who stick and win, not hoppers)
• Confident selling to and influencing C-level executives
• Deep understanding of IT infrastructure stacks and how modern IT organisations operate; fluent in industry and market trends
• Runs a repeatable, structured sales process and is fluent in MEDDIC-based qualification (or equivalent: MEDDPICC, Command of the Message)
• Strong discovery via thoughtful questioning; identifies and develops Champions; builds and presents executive-level business cases; handles objections with composure
• Hungry, humble, and smart. Driven, persistent, coachable, and intuitive
• Bias for action and urgency; detail-oriented and adaptable; high integrity, no exceptions
• Aligns with EMEA standards of excellence

Desirable

• As a Major Enterprise Account Executive, you'll own complex, technical sales cycles end-to-end, from first conversation with a CTO to closed-won
• You'll work alongside experienced solution engineers, partner with senior technical and business stakeholders, and play a central role in shaping how some of EMEA’s most demanding engineering organisations approach observability and telemetry data
• This is field sales for true hunters
• You'll be selling a differentiated product into accounts that often already have an incumbent, which means you'll build the business case, create the urgency, and earn the share
• We run a structured Coralogix sales playbook, founded in MEDDIC, and built around Proof of Value, executive-level value selling, and disciplined qualification
• If you've sold conceptually, displaced incumbents, scaled accounts through strategic upsell and cross-sell, and consistently outperformed your peers, you'll feel at home here
• Own complex, multi-stakeholder sales cycles end-to-end, partnering with solution engineers to run Proof of Value engagements that prove our technology in customer environments
• Proactively engage CTOs, CIOs, VPs and Directors of Engineering, DevOps, SRE, and line-of-business leaders to generate and grow pipeline in your territory
• Build compelling business cases that translate technical capability into measurable business outcomes, and present them with credibility at the C-level
• Run a structured territory plan: research target accounts, develop custom value propositions, and qualify rigorously against our methodology
• Lead the commercial side of the full sales cycle: discovery, champion-building, objection handling, negotiation, and close
• Deliver accurate weekly, monthly, and quarterly forecasts to sales leadership
• Act as a trusted advisor by knowing the observability and telemetry data market cold
• First 90 days: Onboarded into the Coralogix playbook and MEDDIC framework, fluent in our value proposition and competitive positioning, with a territory plan and qualified early-stage pipeline
• First 6 months: Multiple Proof of Value engagements live, executive relationships at VP and C-level, and your first closed-won logo on the board
• First 12 months: Consistent quota attainment, healthy 3-4x pipeline cover, and the foundations of a multi-year territory built on land-and-expand wins