Job description
Develocity is a first-of-its-kind product that software teams use to accelerate and optimize Gradle, Apache Maven™, Bazel, and sbt builds. It comprises several facets, including large-volume data ingestion and processing, complex data analysis and visualization, and distributed caching and execution systems.
Our software is used by some of the world’s leading software organizations, such as Netflix, Airbnb, Spotify, SAP, several top ten banks, and many other major customers across all verticals. We regularly collaborate with these and other users to make our products continuously better.
We have partnered with the Apache Software Foundation, the Micronaut Foundation, and other OSS projects like Spring, Quarkus, Kotlin Compiler, JUnit, AndroidX, etc., to bring the values of Develocity also to the OSS Community.
Our Values
Seek to Understand: Everything starts with listening and understanding, and we strive to understand different viewpoints, problems, and motivations. Before we take action, we ensure we truly grasp the challenges, perspectives, and goals.
Know the Why: We approach our work with a clear sense of purpose, ensuring every step is deliberate and focused. We take meaningful action with urgency, but never at the expense of thoughtful consideration.
Innovate & Iterate: We embrace challenges and are not afraid to try new things, even if they might fail. With deep understanding and a clear purpose, we can develop creative and bold solutions to tackle challenges.
Own the Outcome: We are empowered to take initiative and we maintain transparency in our work and its outcomes. When we execute, we take responsibility for our decisions, measure the success of our innovations, and learn from the results.
Who You Are
We are seeking an experienced and results-driven Commercial Account Executive who will be the primary point of contact for prospects and existing customers in our mid-market segment. You will manage a diverse range of accounts, from fast-growing engineering teams in agile organizations to complex enterprise initiatives, guiding them on their journey with Develocity to accelerate builds, optimize test performance, and achieve measurable business outcomes.
Responsibilities
- Achieve or exceed revenue targets by cultivating strong customer relationships.
- Clearly articulate the value of Develocity to prospective and existing customers in your assigned region.
- Own your territory by developing and executing strategic account plans, identifying key stakeholders, and navigating complex buying processes.
- Drive pipeline growth through a consistent cadence of prospecting and engaging with key engineering and leadership personas.
- Lead the full sales cycle, from initial outreach to close, expanding Develocity adoption.
- Maintain accurate forecasting and consistently track progress against quarterly goals.
- Engage with customers at industry events and Gradle-hosted sessions to strengthen relationships and generate new business.
- Analyze wins and losses, sharing insights with sales, marketing, and technical teams to improve our approach.
- Contribute to continuous improvement by refining sales processes and documenting best practices in our sales playbook.
- Collaborate cross-functionally with Customer Success, Solutions Engineering, and Sales Development for a seamless customer experience.
- Be the voice of the customer, providing feedback and contributing product ideas to enhance Develocity.
- Master MEDPICC and Command of the Message to drive consistent and effective deal execution.
- Willingness to travel to meet customers in person and comply with company travel policies.
Minimum Qualifications
- A strong desire to help customers maximize the value of their investment in Develocity by improving developer productivity and accelerating software delivery.
- Proven experience in SaaS sales, with a track record of selling to software development teams.
- Genuine interest in developer tooling, build and test acceleration, and the open-source ecosystem.
- Excellent communication and interpersonal skills, with the ability to engage both technical and executive stakeholders.
- Motivated, results-driven, and highly adaptable, thriving in a fast-paced, customer-focused environment.
- Strong negotiation, presentation, and closing skills, with a consultative approach to selling.
Preferred Qualifications
- Experience working in DevOps or Developer Tooling companies.
- Experience with MEDDPICC.
- Experience with the following tools: Salesforce, SalesLoft, ZoomInfo, Gong.
What We Offer
- Be part of a growing company that is transforming the way developers build software.
- Work in a fast-paced, collaborative, and innovative environment.
- Pragmatism in execution and getting things done.
- Open communication and respect for each other.
Location
- Remote - Europe. While our team works remotely and is spread across the globe, we deeply value daily interactions and collaboration.
