Enterprise Account Executive - PacNW

United States Digital Space LLC; Washington; On-site; USD 113,000 - 179,000; Full time

Job summary

Search AI Company in United States is seeking an Enterprise Account Executive to drive net-new revenue and expansion within strategic Enterprise accounts. You will own a defined territory, build your own pipeline, and close complex, multi-stakeholder deals in a consumption-based model.

You will combine sales execution, deep technical fluency, and cross-functional collaboration, working with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and deliver measurable

Qualifications

• 5+ years closing complex Enterprise deals in SaaS.
• Proficient in MEDDPICC or equivalent for disciplined pipeline.
• Able to deliver executive-level presentations and demos tied to value.
• Strong negotiation in multi-year, high-ACV contracts.
• Technical fluency across observability, security, vector/search, and cloud cost optimization.
• Collaborative, coachable and aligned with company values.
• Open Source enthusiasm and OSS context experience.

Responsibilities

• Own territory and build pipeline with proactive outbound cadence.
• Perform deep discovery and qualification using MEDDPICC.
• Deliver tailored value storytelling and live demos.
• Maintain CRM and forecast accuracy (≥90%).
• Lead executive negotiations and close multi-year commitments.
• Discuss cloud economics and usage-based pricing fluently.
• Partner with Solutions Architects, Customer Success, Marketing, RevOps.

Skills

SaaS quota carrying

MEDDPICC framework

Executive storytelling

High-ACV negotiation

Cloud & observability

Collaboration & coachability

Open source enthusiasm

Job description

the company, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale - unleashing the potential of businesses and people. The the company Search AI Platform, used by more than 50% of the Fortune 500, brings together the precision of search and the intelligence of AI to enable everyone to accelerate the results that matter. By taking advantage of all structured and unstructured data - securing and protecting private information more effectively - the company’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI.

What Is The Role

the company, the Search AI company, is looking for a high-energy Enterprise Account Executive to drive net-new revenue and expansion within strategic Enterprise accounts. You'll be the owner of a defined territory where you'll build your own pipeline, tell the the company Search AI story, and close complex, multi-stakeholder deals in a consumption-based model. This role sits at the intersection of sales execution, technical fluency, and cross-functional collaboration—and is critical to our growth in the Enterprise segment.

What You Will Be Doing

• Own your territory & build pipeline: Develop and execute a proactive outbound cadence (email, call, social) that generates ≥50 % of your booked opportunities.
• Deep discovery & qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC so you chase only the highest-confidence deals.
• Value storytelling & demos: Craft and deliver tailored narratives and live demos that map the company’s Search, Observability, and Security capabilities to measurable business outcomes.
• Mutual deal strategy & forecast accuracy: Collaborate with customers to build formal close plans and keep your CRM up-to-date, maintaining ≥90 % forecast accuracy within ±10 %.
• Executive negotiation & closing: Lead high-stakes contract and pricing discussions—defend your value, structure give/get trades, and land multi-year consumption commitments.
• Domain & cloud acumen: Position the company as the Search AI platform of choice by speaking fluently about cloud economics, usage-based pricing, and modern data architectures.
• Cross-functional partnership: Work hand-in-glove with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive exceptional customer outcomes.

What You Bring

• Proven SaaS quota-carrying success: 5+ years closing complex Enterprise deals, consistently overachieving targets in a consumption-based or usage-model environment.
• Expert discovery & qualification skills: Demonstrated ability to apply MEDDPICC or equivalent frameworks to drive disciplined pipeline and eliminate low-probability deals.
• Compelling value storytellers: Track record of delivering executive-level presentations and demos that tie product capabilities to real dollars saved, revenue gained, or risk mitigated.
• Strong negotiation chops: History of landing multi-year, high-ACV contracts while protecting margin and securing executive stakeholder buy-in.
• Technical & cloud fluency: Comfortable discussing a broad range of technical topics including observability, security, vector/traditional search, and cloud cost optimization.
• Collaborative mindset & coachability: A learner who partners effectively with internal teams, incorporates feedback, and embodies the company’s values of community and openness.
• Open Source enthusiasm: Genuine appreciation for open-source communities and the the company model - bonus if you've sold or advocated in an OSS context.

Bonus Points

• Prior experience at an open-source or developer-centric infrastructure company.
• Familiarity with observability (logs, metrics, traces) or security analytics (SIEM/XDR) use cases.

If you're driven to build your own pipeline, master complex deal cycles, and help customers unlock the power of Search AI, we'd love to talk.

#LI-AM2

Compensation for this role is in the form of base salary plus a variable component, that together comprise the On-Target Earnings (OTE). On-Target Earnings (OTE) are based on a 50/50 pay mix (base salary / target variable).

The typical starting OTE range for new hires in this role is listed below. This range represents the lowest to highest OTE we reasonably and in good faith believe we would pay for this role at the time of this posting. We may ultimately pay more or less than the posted range, and the range may be modified in the future.

An employee's position within the OTE range will be based on several factors including, but not limited to, relevant education, qualifications, certifications, experience, skills, geographic location, performance, and business or organizational needs.

the company believes that employees should have the opportunity to share in the value that we create together for our shareholders. Therefore, in addition to cash compensation, this role is currently eligible to participate in the company's stock program. Our total rewards package also includes a company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings, along with a range of other benefits offered with a holistic emphasis on employee well-being.

The typical starting salary range for this role is:

$113,300-$179,200 USD

The typical starting Target Variable range for this role is: