Enterprise Account Executive (EMEA)

Pulumi; United States; Remote; USD 91,000 - 151,000; Full time

Benefits offered by this job

Base salary £68,000 - £113,000

OTE £135,000 - £226,000

Unlimited PTO

401(k) plan

Healthcare coverage

Remote-first culture

Equity ownership

Learning & development budget

Wellness stipend

Job summary

Pulumi, a remote-first company, seeks an Enterprise Account Executive to own the full sales cycle across the EMEA region from London. You will engage CIOs/CTOs, align Pulumi’s platform with business goals, and collaborate with Customer Engineering, Professional Services, and Marketing to maximize value.

Expect a consultative approach and strong growth incentives. The role emphasizes building deep platform expertise, pursuing multi-quarter deals, and driving forecast accuracy in a fast-paced

Qualifications

• 6+ years quota-carrying enterprise sales experience.
• Proven ability to lead complex sales cycles and executive engagement.
• Able to articulate business value of technology to technical and non-technical stakeholders.

Responsibilities

• Own and close complex enterprise deals to exceed bookings goals.
• Build and manage a robust pipeline by engaging target accounts.
• Lead executive-level conversations with CIOs/CTOs and business leaders.
• Coordinate cross-functional teams to deliver tailored solutions.

Skills

Enterprise sales

Executive engagement

MEDDICC

Challenger

SPIN

SaaS sales

Open source

Job description

Описание

We're looking for a driven Enterprise Account Executive to help organizations adopt Pulumi's modern infrastructure platform - enabling teams to build, deploy, and manage cloud infrastructure using the full power of software engineering. Pulumi's go-to-market motion is anchored in a strong open-source, product-led growth (PLG) foundation, paired with meaningful investment in customer engagement and support. This combination creates a highly productive funnel and a more efficient path to pipeline generation and deal conversion. As an Enterprise Account Executive, you will own the full sales cycle - from prospecting through close and expansion. You'll engage both new and existing customers, develop and progress opportunities, maintain accurate forecasts, and drive long-term account growth. We operate with a consultative sales approach: understanding customer challenges first, then aligning solutions to deliver measurable value. Your ability to connect technical capabilities to business outcomes will be key in helping customers realize the impact of Pulumi's platform. Most importantly, at Pulumi you will be challenged, learn, teach, and collaborate with a fun team of people building an amazing culture together. While Pulumi is headquartered in Seattle, WA, we are dedicated to being a remote first company. This role will be located remotely in London, supporting the EMEA region.

Задачи

Own and close complex enterprise deals to consistently exceed monthly, quarterly, and annual bookings goals. Proactively build and manage a robust pipeline by proactively engaging target accounts and converting high-quality inbound opportunities. Lead executive-level conversations with CIOs, CTOs, and business leaders, uncovering critical initiatives and aligning our solutions to their strategic priorities. Orchestrate cross-functional account teams - including Customer Engineering, Professional Services, Marketing and Product - to deliver tailored solutions and maximize customer value. Develop deep expertise in our platform and competitive landscape to effectively position differentiated value in the market. Drive continuous improvement by refining sales strategies, tools, and processes to accelerate growth.

Требования

6+ years of quota-carrying enterprise sales experience, consistently exceeding targets in competitive, fast-paced markets. Proven ability to lead complex sales cycles, build business champions, and drive executive-level engagement. Expertise in articulating the business value of complex technology solutions to both technical and non-technical stakeholders. Deep expertise in modern sales methodologies (e.g., MEDDICC, Challenger, SPIN) and a track record of disciplined, process-driven pipeline management. Experience selling SaaS, infrastructure software, DevOps, or open source technologies. Proven ability to establish credibility with both developers and executive leadership, driving alignment and buy-in across technical and business stakeholders. Strong time and resource management skills with a structured, strategic approach to qualifying and closing opportunities. Relentless drive to win: competitive, growth-oriented, and passionate about building business in a high-momentum market. Effective communicator - written, verbal, and presentation - with attention to detail and a focus on leading customers toward next steps in complex sales cycles. Customer-first mindset, with a commitment to long-term success and value creation for clients.

Условия

• Base Salary Hiring Range: £68,000 - £113,000 (OTE Range: £135,000 - £226,000) All full time employee offers at Pulumi include base salary, bonus or variable, equity and benefits (details below). Sales Account Executive roles are also eligible for uncapped incentive pay, which can exceed 100% of the offered On Target Earnings (OTE) depending on quota attainment.
• Healthcare Coverage: We offer comprehensive medical, dental, vision, and supplemental insurance at no cost to U.S. employees. Internationally, we comply with local healthcare requirements and provide regionally appropriate coverage.
• Time Off: Our unlimited PTO policy encourages balance and rest - and we require employees to take at least three weeks off annually, plus 13 U.S. holidays.
• 401(k): U.S. employees are eligible for a 401(k) plan with an employer match to support long-term financial wellness.
• Parental Leave: We provide 20 weeks of paid leave for birthing parents or primary caregivers, and 16 weeks for non-birthing parents or secondary caregivers.
• Remote-First Culture: Pulumi has been fully remote since 2020, with teammates across 20+ U.S. states and 12+ countries. We support flexible work with asynchronous collaboration and an annual "work from anywhere" stipend.
• Professional Development: Every employee receives an annual learning and development budget to support growth, learning, and career goals.
• Equity Ownership: We believe in acting like owners. All employees receive equity and are empowered to think big, move fast, and build the future of cloud together.
• Additional Support: We offer a monthly wellness fund to support mental and physical well-being, and a quarterly happiness fund for team connection.
• Pulumi is reimagining how teams build cloud software, enabling developers and infrastructure experts to work better together through a unique combination of programming languages, tools, and systems innovation. Our flagship infrastructure as code technology is open source and our SaaS product, Pulumi Cloud, provides platform teams, secrets management, and cloud management capabilities, and more. We have pioneered leveraging AI across all of these areas with our LLM-powered Pulumi Copilot to push the boundaries of what's possible.
• At Pulumi, we dream big, in the pursuit of helping our customers out-innovate and win. Founded in 2017 by industry veterans with over five decades of combined experience building developer platforms, Pulumi now has a global community of more than 350,000 members and serves over 3,250 customers. Despite our rapid growth, we're still only getting started, and are early in our mission to democratize the cloud. If you thrive in a fast-paced, high-performance, we want to work with you to accelerate Pulumi's impact.

At Pulumi, we don't just accept difference, we celebrate, support, and thrive on it for the benefit of our employees, our products, and our customers. Pulumi is proud to be an equal opportunity workplace and is committed to equal employment opportunities regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, or Veteran status.

If you have a disability or special need that requires accommodation, please let us know.