Account Executive

BlueCat; Boston (MA); On-site; USD 260,000 - 300,000; Full time

Benefits offered by this job

Medical Insurance

Dental Insurance

Vision Insurance

401(k) with company matching

Parental leave

Vacation & wellness days

Learning & development budget

Job summary

BlueCat, a leader in network observability solutions, seeks an Account Executive – Northeast to drive new business and expand strategic customer relationships across the Northeast territory.

You will manage full sales cycles, partner with channel and cross-functional teams, and consistently exceed revenue targets through executive-level engagement and consultative selling. Travel ~50% is required, with a focus on New York, New Jersey, Massachusetts and surrounding states.

Qualifications

• Five or more years of enterprise new business development and/or account management experience within the networking industry.
• Experience selling into the Northeast territory and executive stakeholders (CIOs, CISOs).
• Proven success using a consultative, solution-selling approach.
• Strong ability to build executive-level relationships and manage complex deals.

Responsibilities

• Develop and execute territory and account strategies aligned with company objectives.
• Drive the full enterprise sales cycle, including prospecting, qualification, solution development, negotiation, closing, and onboarding.
• Build and maintain relationships with customers and executive stakeholders to drive long-term success.
• Generate and close net-new business while expanding existing opportunities.
• Partner with distributors and channel partners to accelerate pipeline generation and deal execution.
• Collaborate with CAMs, Sales Engineering, Marketing, and cross-functional teams to deliver outcomes.
• Maintain accurate forecasts, pipeline, and opportunity management within Salesforce.
• Represent BlueCat at industry conferences, events, and customer meetings.

Skills

Enterprise sales

Account management

New business development

Executive relationship building

Consultative selling

Quota attainment

Partner management

Forecasting (Salesforce)

Education

Bachelor's degree in Engineering, Science, Business, or related field

Tools

Salesforce

Job description

We're BlueCat—a Great Place to Work for good reason. Our team solves critical network challenges for some of the world's largest organizations. In simple terms, we manage the systems that keep networks running smoothly, securely, and reliably—the backbone infrastructure that powers digital transformation for enterprises globally. Our Intelligent Network Operations platform delivers and enables AI-driven agentic ops at scale, automating and simplifying how companies manage, secure, and optimize their networks.

But what makes us different is how we work: we believe great work happens in an environment where you're trusted, heard, and supported. With teams globally, we're building a workplace culture that values collaboration and integrity as much as innovation. If you're looking to advance your career with a company that invests in its people, this is it.

We're looking for an Account Executive – Northeast to help grow our LiveAction Network Observability and AI-driven Network Intelligence business. In this role, you'll be responsible for driving new business, expanding strategic customer relationships, and consistently exceeding revenue targets across the Northeast territory.

The ideal candidate has a proven track record of enterprise sales success, excels at building executive-level relationships, and thrives in a collaborative, fast-paced environment. You'll work closely with channel partners, Sales Engineering, Marketing, and cross-functional teams to deliver exceptional customer outcomes while growing market share.

What You'll Do:

• Develop and execute territory and account strategies aligned with company objectives.
• Drive the full enterprise sales cycle, including prospecting, qualification, solution development, negotiation, closing, and customer onboarding.
• Build and maintain strong relationships with customers and executive stakeholders to drive long-term success.
• Generate and close net-new business while expanding existing customer opportunities.
• Partner with distributors and channel partners to accelerate pipeline generation and deal execution.
• Collaborate with Channel Account Managers (CAMs) on joint selling initiatives to maximize regional growth.
• Maintain accurate forecasts, pipeline, and opportunity management within Salesforce.
• Partner closely with Sales Engineering to develop solutions that address complex customer challenges and demonstrate LiveAction's value.
• Collaborate with Marketing to refine messaging and positioning based on customer insights and market feedback.
• Represent LiveAction at industry conferences, customer events, and trade shows.

What You'll Bring:

• Experience selling into the Northeast territory, including New York, New Jersey, Delaware, Connecticut, Rhode Island, Massachusetts, New Hampshire, Vermont, and Maine.
• Proven success using a consultative, solution-selling approach.
• Five or more years of enterprise new business development and/or account management experience within the networking industry.
• Demonstrated history of consistently meeting or exceeding sales quotas and driving significant pipeline growth.
• Strong hunter mentality with the ability to create, develop, and close new opportunities.
• Experience engaging executive decision-makers, including CIOs, CISOs, and other senior business leaders.
• Excellent relationship-building, negotiation, and consultative selling skills.
• Strong collaboration skills with the ability to work effectively across cross-functional and virtual teams.
• Outstanding communication and presentation skills, including experience using virtual selling tools.
• Ability to prioritize and adapt in a dynamic, fast-paced environment.
• Experience positioning enterprise networking solutions to both customers and partners.
• Understanding of enterprise buying cycles and complex strategic account management.
• Bachelor's degree in Engineering, Science, Business, or a related field, or equivalent experience.
• Willingness to travel approximately 50%.

Nice to Have:

• Experience selling Riverbed, NETSCOUT, or other Network Performance Monitoring (NPM) solutions.
• Experience selling network reporting, application performance monitoring, network observability, or network security solutions.

The annual salary range for this position is USD 260,000–300,000, this is made up from base plus commission. Final compensation will be determined based on skills, experience, and qualifications. This role is for an existing vacancy.

This position is eligible for a comprehensive benefits package, including medical, dental, and vision insurance; tax advantaged accounts (HSA, FSA); annual Lifestyle Spending Account (LSA); a 401(k) with company matching; paid parental leave; vacation, personal, and wellness days; an annual learning and development budget. Eligible employees may also participate in the company's annual bonus program.

BlueCat is an Equal Opportunity Employer that is committed to inclusion and diversity. We also take affirmative action to offer employment and advancement opportunities to all applicants, including minorities, women, protected veterans, and individuals with disabilities. BlueCat will not discriminate or retaliate against applicants who inquire about, disclose, or discuss their compensation or that of other applicants.

BlueCat participates in the E-Verify program to confirm the employment eligibility of new hires based in the USA. The E-Verify process is completed in conjunction with the Form I-9 Employment Eligibility Verification on or before the first day of work. E-Verify is not used as a tool to pre-screen candidates. For more information about E-Verify, please visit https://www.e-verify.gov/employees.