Enterprise Account Executive (Miami)

Pulumi; Miami (FL); Remote; USD 90,000 - 150,000; Full time

Job summary

An innovative company is seeking a passionate Enterprise Account Executive to drive cloud engineering products. In this remote role, you will leverage your expertise to prospect and close new business while nurturing existing relationships. Your consultative sales approach will be key in understanding customer needs and articulating the value of the products. Join a dynamic team dedicated to collaboration and growth in a thriving market. If you're driven by success and eager to make an impact, this opportunity is perfect for you.

Benefits

Equity options

Uncapped incentive pay

Comprehensive benefits package

Flexible working hours

Professional development opportunities

Qualifications

• 5+ years of experience in a competitive sales environment.
• Proven ability to articulate complex enterprise technology value.
• Experience in the LATAM market with a focus on customer needs.

Responsibilities

• Close business to meet and exceed sales objectives.
• Proactively develop a sales pipeline and manage forecasts.
• Build strong relationships to create growth opportunities.

Skills

Quota-carrying sales experience

Consultative sales approach

Bilingual proficiency in Spanish and/or Portuguese

Sales Methodology training (e.g. MEDDPICC, SPIN, Challenger Sales)

Knowledge of SaaS products and DevOps

Strong relationship-building skills

Time and resource management

Communication skills

Job description

We are looking for a passionate Enterprise Account Executive to bring Pulumi’s cloud engineering products to the world. You will be a part of realizing a vision where every developer can program the cloud.

Pulumi has strong GTM momentum due to our established OSS PLG motion. We differ in how we approach this model with our level of investment around engagement and support which has led to a more productive funnel and efficient pipeline building for our Account Executives. As an Enterprise Account Executive you will be responsible for prospecting and closing new business while expanding on this business over time. You will identify, nurture and close opportunities with both new and existing customers, manage forecasts and track customer data. We're strong proponents of a consultative sales approach - learn about the customer's needs first before talking about products. Your expertise will be critical in helping articulate the value of our products.

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 within the United States.

In This Job You Will:

• Close business to meet and exceed monthly, quarterly and annual bookings objectives
• Proactively prospect, identify, qualify and develop a sales pipeline
• Evaluate, qualify and convert incoming leads, gathering information and following up with appropriate decision makers
• Build strong and effective relationships, resulting in growth opportunities
• Work closely with Customer Success Managers and Professional Services team to achieve customer satisfaction
• Facilitate customer engagements; helping connect customers to the right internal and external resources to follow up and close deals.
• Know our products, competitive landscape and sales pitch to deliver the right messaging to the right audiences.
• Look for and implement improvements to sales processes, tools, and materials.

To Be Successful In This Role, You Have:

• 5+ years field experience of quota-carrying experience in a fast-paced and competitive market with a focus on new business
• Demonstrated ability to articulate the business value of complex enterprise technology
• Proven success in selling to customers in the LATAM market, with a strong understanding of the region's business culture, market dynamics, and customer needs.
• A track record of overachievement and hitting sales targets
• Bi-lingual proficiency in Spanish and/or Portuguese, with the ability to effectively communicate and build relationships with diverse stakeholders across the LATAM region
• Skilled in building business champions and running a complex sales process
• Previous Sales Methodology training (e.g. MEDDPICC, SPIN, Challenger Sales)
• Familiarity selling infrastructure Software as a service (SaaS) products, devops and open source technology a plus
• Driven and competitive: Possess a strong desire to be successful
• Skilled in managing time and resources; sound approach to qualifying opportunities
• Possess aptitude to learn quickly and establish credibility. High EQ and self-aware
• Passionate about growing your career around an established market with a ton of momentum in software (Infrastructure as Software) and
• Developing and maintaining an in-depth understanding of Pulumi products
• Drive to build a business, hunger to find and close deals, and pride in the growth of the business.
• Relentless focus on customer success and meeting the needs of present and future customers.
• Experience building positive professional relationships with developers and executives.
• Impeccable written, verbal, online and in-person communication skills.
• Professionalism, attention to detail, and strong follow-up.

Compensation:

• Base Salary Hiring Range: $90,000 -$150,000 (OTE Range: $180,000 - $300,000)
• 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.