Account Executive (Major Enterprise)

Coralogix; Berlin; Hybrid; EUR 120.000 - 180.000; Vollzeit

Benefits dieser Stelle

Global opportunities

Top talent, real impact

Autonomy and ownership

Kid-friendly & pet-friendly

Diversity & belonging

Zusammenfassung

Coralogix is seeking a Major Enterprise Account Executive to own complex, technical sales cycles end-to-end—from first conversation with a CTO to closed-won—across EMEA. You will work with solution engineers and senior stakeholders to drive value in observability and telemetry data.

This is field sales for true hunters selling into accounts with incumbents, building ROI and leading MEDDIC-based qualification.

Qualifikationen

• 5+ years selling complex software and services in the field.
• Strong discovery via thoughtful questioning; identifies and develops Champions.
• Builds and presents executive-level business cases; handles objections with composure.

Aufgaben

• Own complex, multi-stakeholder sales cycles end-to-end with solution engineers.
• Proactively engage CTOs, CIOs, VPs and Directors of Engineering to grow pipeline.
• Build compelling ROI-led business cases and present to C-level stakeholders.
• Lead the commercial side of the full sales cycle: discovery, objection handling, negotiation, and close.
• Deliver accurate forecasts and maintain a disciplined MEDDIC-based qualification.

Jobbeschreibung

• 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
• What Success Looks Like in Year One;
• 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

Benefits

• Grow with us: Over 50% of our leadership roles are filled through internal promotions. We believe in growing our people as we grow the company.
• Global opportunities: With team members in 28 countries, Coralogix offers a truly global work experience and diverse career paths across functions and geographies.
• Top talent, real impact: Join some of the best minds in observability. Our teams are passionate, expert, and deeply connected to the business impact of their work.
• Autonomy and ownership: We empower our people to make decisions, take initiative, and shape how things get done. We’re here for our employees, every step of the way.
• Kid-friendly & pet-friendly: We’re a company where parents, dog lovers (and yes, both!) can thrive. Our flexible, hybrid model and inclusive culture help people bring their whole selves to work.
• Diversity & belonging: A truly international workplace with a culture that celebrates differences and creates a strong sense of belonging for everyone.
• Business-driven impact: Every role at Coralogix is connected to our core business goals. No matter your position, you’ll see how your work directly contributes to the company’s success.
• Proven growth, unicorn status: Be part of a fast-growing company that has scaled year over year for the past 5 years & is proudly recognized as a unicorn in the tech industry

Confident selling to and influencing C-level executivesBias for action and urgency; detail-oriented and adaptable; high integrity, no exceptionsAligns with EMEA standards of excellence5+ years selling complex software and services in the field, ideally with conceptual or Proof of Value-led sales motionsStrong discovery via thoughtful questioning; identifies and develops Champions; builds and presents executive-level business cases; handles objections with composureSustained 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)Hungry, humble, and smart. Driven, persistent, coachable, and intuitiveDeep understanding of IT infrastructure stacks and how modern IT organisations operate; fluent in industry and market trendsRuns a repeatable, structured sales process and is fluent in MEDDIC-based qualification (or equivalent: MEDDPICC, Command of the Message)Track record of scaling enterprise accounts through strategic upsell and cross-sellDemonstrated success displacing incumbents and building compelling ROI-led business cases that win share from established vendorsProven ability to win new logos via outbound pipeline generation - you must be ready to own this personallyExperience selling observability, log analytics, monitoring, or APM solutionsExperience selling cloud-native technologies on AWS, GCP, or AzureExperience selling data platforms, data lakes, or analytics infrastructure