Job description
Embrace is looking for an Enterprise Account Executive who can source, progress and close new business. You will identify, nurture and close opportunities with new prospects and existing customers, manage deal progress, and drive sales opportunities to close. As part of this, you’ll deeply understand prospects and customers, their users, business needs, and motivation for buying and adopting our technology. You’ll earn trust, build relationships with buyers, users, and procurement, and deliver revenue results for Embrace.
About Embrace
As the only user-focused, mobile-first observability solution built on OpenTelemetry, Embrace delivers crucial insights across both DevOps and mobile teams to illuminate real customer impact – not just server impact – to deliver the best app experiences. Customers like The New York Times, Marriott, Masterclass, Home Depot, and Cameo love Embrace’s mobile observability platform because it makes extremely complicated and voluminous data actionable. Our cultural values highlight how we seek to improve as individuals, team members, and a company each and every day.
What You’ll Do
- Meet and exceed individual quarterly and annual sales goals
- Manage all aspects of the sales process (prospecting, sales meetings, product demos, proofs of concept, proposals, negotiations and continued adoption after the sale)
- Cultivate sales through outbound prospecting, inbound leads, and through partners and channels, attending field events and meeting in-person with prospects to build relationships and deliver predictable pipeline
- Be able to understand and convey the value of Embrace to both DevOps/SREs (or similar operators) and mobile engineering teams
- Become an expert in managing and reporting on your sales pipeline in Salesforce
- Manage pipeline generation, order processing, and day-to-day customer requests
- Work with Solutions/Field Engineering resources to complete product integrations, and mature use of the product to validate product value aligns with prospect expectations
Requirements
- 2+ Years of Experience in Engineering facing technology sales, or similar relevant experience
- 2-5+ years of software sales experience
- Experience prospecting into accounts spending in excess of $100K annually for your software product
- Demonstrated history of consistent goal achievement in a highly competitive environment
- Experience using Salesforce
- Familiarity with open source products, software community engagement, and cultivating champions is ideal
- Experience using Command of the Message and MEDD(P)ICC or similar
- Must be located in the United States or United Kingdom
- Able to travel and connect in-person with team members, customers and prospects as needed
The ideal candidate will have
- At least one favorite karaoke song
- An opinion on Star Wars vs Star Trek
In the United States, the OTE annual compensation range for this role is $225k - $300k. Actual compensation may vary based on level, experience, and skillset as assessed in the interview process. Benefits include equity and other benefits as detailed on our careers page.
About Embrace
Embrace provides the only user-focused mobile app observability solution based on OpenTelemetry. By delivering crucial mobile telemetry across DevOps and mobile engineering teams, Embrace illuminates real customer impact, not just server-side impact, to drive success in achieving SLOs. Embrace’s Distribution for OpenTelemetry gives teams the transparency, portability, and extensibility they want in modern observability instrumentation, while Embrace’s data backend and analysis platform is enterprise-supported for powerful mobile performance insights. By tying frontend mobile telemetry to backend performance data, Embrace helps companies modernize their observability practice and deliver the best user experiences possible.
