Founding Enterprise Account Executive

About the Role

This founding enterprise sales role partners closely with the founders to establish and prove a repeatable sales motion for an observability and developer-tools offering. You will own the full sales cycle, from finding and qualifying opportunities through closing, and help engineering teams improve telemetry quality and get more value from their observability data.

What You'll Do

• Prospect to observability, platform, SRE, and engineering leaders in the United States, and build qualified enterprise pipeline.
• Lead discovery and technical evaluations that connect product capabilities and telemetry quality to measurable customer outcomes.
• Manage proof-of-value conversion, negotiation, procurement, and closing across complex enterprise sales cycles.
• Work with the founders to refine the ideal customer profile, messaging, qualification criteria, forecasting, and objection handling.
• Build lightweight sales systems and operating rhythms that future sellers can reuse.
• Transition closed customers to Customer Success, while partnering with engineering on the sales process and technical evaluation.
• Document a repeatable, evidence-based sales playbook and establish reliable qualification and forecasting practices.

What We're Looking For

• Five to ten or more years of relevant experience, with a quantified record of personally sourcing and closing complex B2B infrastructure or developer-tools deals.
• Credibility with observability, SRE, platform, and engineering buyers, and the ability to lead technical discovery and evaluations.
• Experience building pipeline without relying on a mature SDR, marketing, or RevOps organization.
• Experience negotiating and closing enterprise procurement cycles and connecting product capabilities to customer outcomes.
• OpenTelemetry familiarity and an existing network among observability or infrastructure buyers are helpful.
• Experience working directly with a technical founder is valued. Must be based in the United States.
• Location
• Fully remote, United States.