Job description
Who We Are
Gradle, Inc. is the award-winning developer productivity company behind Gradle Build Tool—one of the most used build systems in the world—and Develocity®, the leading developer observability platform. Develocity provides comprehensive toolchain observability, build and test acceleration technologies, continuous GRC automation, and rapid troubleshooting features for Apache Maven, Android, sbt, npm, Python, and Gradle Build Tool. Top companies like Netflix, LinkedIn, ASML, Airbnb, Microsoft, Nasdaq, and SAP use Develocity to deliver critical software faster at scale.
Gradle is also the creator and leading voice behind Developer Productivity Engineering (DPE), a set of best practices that treats developer productivity as a technology challenge, rather than a people problem. By addressing the biggest pain points for development teams—slow build and test feedback cycles, inefficient troubleshooting and problem solving, and a general lack of toolchain observability and visibility—DPE has been adopted by some of the world’s most admired brands, including Apple, Google, Meta, Uber, American Airlines, Spotify, Intuit, and many others.
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 looking for a hardworking, driven Account Executive to join our high-performing team. In this role, you will be the face of Develocity for enterprise prospects and customers in the New York and East Coast US region, focusing on driving revenue growth and new business acquisition.
You’ll act as a primary point of contact for our enterprise accounts in your territory. Your goal will be to guide these organizations on their journey with Develocity to unlock comprehensive data throughout the build process, empowering you to detect the unknown unknowns so you can ship faster, reduce risk, and lower costs, all while maintaining the highest standards of quality and compliance. You will be responsible for formulating and executing a sales strategy to grow your territory and acquire new customers.
Responsibilities
As an Account Executive, you will manage the entire sales cycle, from lead to close, to expand Develocity adoption. Your main focus will be to consistently achieve or exceed quotas and drive pipeline growth.
You will do this by:
- Developing and executing strategic account plans to target new logos not already covered by other teams.
- Building a robust pipeline and preparing accurate forecasts for large-scale, multi-year deals.
- Cultivating strong customer relationships and consistently engaging with key engineering and C-level executives.
- Leading the full sales cycle, from initial outreach to close.
- Clearly articulating the value of Develocity and providing customer feedback to enhance our product.
- Mastering sales techniques like MEDPICC and Command of the Message to execute deals effectively.
- Attending industry events and Gradle-hosted sessions to strengthen relationships and generate new business.
- Analyzing wins and losses and sharing insights with internal teams to improve our approach.
- Documenting best practices in our sales playbook to contribute to continuous improvement.
- Being willing to travel to meet customers in person.
Minimum Qualifications
- 5+ years of direct sales experience selling enterprise software to executives in large, complex organizations.
- A proven track record of consistently meeting or exceeding quotas.
- Experience in the DevOps, Observability, or CI/CD space.
- Strong communication and presentation skills, with the ability to present to C-level executives.
- Experience with target account selling, solution selling, and/or consultative sales techniques. Knowledge of MEDDPICC is a plus.
- Willingness to travel.
Preferred Qualifications
- Experience with the following sales tools: Salesforce, SalesLoft, ZoomInfo, and Gong.
- AI-first mindset to help with automating everyday tasks.
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.
- The compensation offered for this role will be based on multiple factors such as location, the role’s scope and complexity, and the candidate’s experience and expertise, and may vary. The estimated range for total on target earnings (including base salary and on target incentive pay) for this role is $230,000 - $310,000 per year.
Location
Remote from East Coast timezone, USA.
While our team works remotely and is spread across the globe, we deeply value daily interactions and collaboration.
