Major Enterprise Account Executive

Coralogix; Berlin; Vor Ort; EUR 90.000 - 150.000; Vollzeit

Benefits dieser Stelle

Meaningful stock

Uncapped commission

Career progression

Zusammenfassung

Coralogix seeks an experienced Major Enterprise Account Executive to own end-to-end, multi-stakeholder software sales in a demanding European market. You will craft ROI-focused business cases, engage CTOs and senior leaders, and steer MEDDIC-driven qualification to close strategic logos.

You'll operate in a field-sales role targeting enterprises with a proven track record of upsell, cross-sell, and disciplined qualification, while delivering consistent quota attainment in a fast-growing

Qualifikationen

• 5+ years selling complex software and services.
• Proven success displacing incumbents and winning ROI-led business cases.
• Proven ability to win new logos via outbound pipeline.
• Track record of scaling enterprise accounts through upsell and cross-sell.
• Sustained quota attainment over last 5–7 years, top performance preferred.

Aufgaben

• Own complex, multi-stakeholder sales cycles end-to-end with solution engineers.
• Engage CTOs, CIOs, VPs, Directors of Engineering, DevOps, SREs and business leads to grow pipeline.
• Build business cases translating tech into measurable business value for executives.
• Develop territory plans, target accounts, and rigorous qualification per MEDDIC.
• Lead discovery, champion-building, objections handling, negotiations, and closing.
• Deliver accurate forecasts to sales leadership on a regular cadence.
• Act as trusted advisor with deep observability and telemetry market knowledge.

Kenntnisse

Complex software sales

Displacing incumbents

New logos prospecting

Enterprise account growth

Quota attainment

C-level selling

MEDDIC qualification

Solution discovery

Hungry, humble, smart

Bias for action

Tools

MEDDPICC

Jobbeschreibung

Description

Today, every organisation faces a choice: keep pouring money into observability, or start treating telemetry as what it really is: the most real-time, truthful, high-dimensional data in the business.

Coralogix is built for the second answer. We're a modern, full-stack observability platform powered by a telemetry data lake and an in-stream analytics architecture that decouples cost from scale. Instead of forcing customers into expensive indexing and hot storage, we analyse data in-stream and query directly from the customer's own bucket using our declarative query language. This delivers complete coverage across logs, metrics, traces, and security events (APM, RUM, SIEM, Kubernetes, and more) without the trade-offs.

The result is compounding value for our customers: from open data collection and control, from a long-term telemetry data lake they actually own, and from observability that connects directly to business outcomes. Legacy tools compound in the opposite direction: compounding costs, vendor lock-in, and scale problems around mapping, retention, and cardinality. That's why Coralogix is increasingly displacing not just observability incumbents, but parts of adjacent data and analytics stacks too.

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.

What You'll Do

• 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

Requirements

• 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

Nice to Have

• Experience selling observability, log analytics, monitoring, or APM solutions
• Experience selling cloud-native technologies on AWS, GCP, or Azure
• Experience selling data platforms, data lakes, or analytics infrastructure

What You'll Get

• Work with the best. Join a team of high-calibre sellers and engineers, led by experienced sales leaders who know how to develop talent and win in enterprise.
• A real playbook. Our sales methodology is founded in MEDDIC and supported by strong sales engineering and leadership that's been there before.
• Fast development and progression. We move quickly to promote those who deliver. Top performers don't wait years for their next step.
• Significant earning upside. Competitive base, uncapped commission, and meaningful stock, so our success directly translates into yours.
• A category-defining product. Genuinely differentiated technology in a market overdue for disruption.

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.

Our Culture

We hire for three traits above all: hungry, humble, and smart. We move fast, we challenge each other, and we share a real conviction that observability is overdue for change. If you want a seat at the table while we build the next major player in this space, we'd love to talk.

Coralogix is an equal opportunity employer. We welcome applications from candidates of all backgrounds.