Major Enterprise Account Executive

Red Dot Capital Partners; Berlin; Vor Ort; EUR 90.000 - 150.000; Vollzeit

Zusammenfassung

Coralogix is seeking an experienced Major Enterprise Account Executive in Berlin to own end-to-end, multi-stakeholder sales cycles from initial CTO conversations to closed-won outcomes. You will collaborate with solution engineers, engage senior IT leaders, and drive MEDDIC-informed deals that translate telemetry capabilities into real business value.

You will build and execute structured plans, prospect strategically for new logos, and manage negotiations to deliver predictable revenue while

Qualifikationen

• 5+ years selling complex software and services with VO-led motions.
• Proven success displacing incumbents with ROI-focused cases.
• Able to win new logos via outbound pipeline generation.
• Strong track record of upsell and cross-sell in enterprise accounts.
• Consistently above quota or top performer in recent years.
• Confident selling to and influencing C-level executives.
• Deep IT infra understanding and awareness of trends.
• Fluent in MEDDIC-based qualification (or MEDDPICC/CoC).
• Strong discovery to identify Champions and build business cases.
• Hungry, humble, smart, with urgency and integrity.

Aufgaben

• Own complex, multi-stakeholder sales cycles end-to-end with solution engineers.
• Engage CTOs, CIOs, VPs and Directors to grow pipeline in your territory.
• Build compelling business cases translating tech into business value.
• Lead territory planning: research targets, craft value propositions, qualify rigorously.
• Manage the full sales cycle: discovery, champion-building, objections, negotiation, close.
• Deliver accurate weekly, monthly, and quarterly forecasts.
• Serve as a trusted advisor with deep observability and telemetry market knowledge.

Kenntnisse

Complex software sales

MEDDIC qualification

C-level engagement

Account management

New logos outbound

ROI storytelling

Pipeline discipline

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.