Job description
Embrace is looking for a high-impact Enterprise Account Executive (AE) to source, progress, and close new business with mid-market and enterprise companies. This role is ideal for a self-starter who can build pipeline through outbound, inbound, and partner-led motions and drive complex, technical sales cycles from first conversation to proof-of-value (POV) and close. You’ll serve as a strategic advisor to engineering and product leaders, help them uncover user experience blind spots, and deliver measurable value through Embrace’s observability platform.
What You’ll Do
- Own the full sales cycle from prospecting to close across enterprise and mid-market accounts
- Cultivate opportunities through outbound prospecting, inbound leads, and strategic partnerships (e.g., Grafana)
- Drive and manage proof-of-value (POV) trials, partnering with Solutions Engineers to scope and execute effectively
- Engage both technical buyers (Mobile Leads, SREs, Frontend Leads, VPs Eng) and executive sponsors (CTOs, CPOs)
- Differentiate Embrace against homegrown tools and platform competitors by leading value-based sales conversations
- Build and execute deal strategies using MEDDPICC or similar frameworks
- Collaborate with SDRs, SEs, Marketing, and Customer Success to quarterback deal execution
- Consistently maintain pipeline hygiene and forecasting discipline in Salesforce and Gong
- Represent Embrace at events, onsite meetings, and partner-led field activities
What You’ll Bring
- 5+ years of full-cycle SaaS sales experience; 2+ years selling to technical stakeholders
- Experience selling products with SDKs, integrations, or developer-focused value propositions
- Proven ability to manage 6–9 month deal cycles with $75K–$150K ACV (and up)
- Familiarity with DevOps, mobile development, or observability is a strong plus
- Experience executing POVs/POCs with engineering teams
- Fluent in articulating technical and business value to multiple stakeholders
- Experience using MEDDPICC, Command of the Message, or similar methodologies
- Strong collaboration skills. Thrives in a deal-team model with SEs, SDRs, and partners
- Naturally curious, competitive, and intellectually agile
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. Though Embrace is a remote company, gathering is essential to our culture for collaboration and connection. We like to ensure that all of our team members have the ability to travel so that they can attend occasional company events (like our annual company trip!), working sessions, or conferences with other team members.
Why Join Embrace
As the only user-focused observability solution built on OpenTelemetry, Embrace delivers crucial insights across both DevOps, web 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 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.
