Job description
We are looking for a passionate Enterprise Account Executive to bring Pulumi’s cloud engineering products to the world. You will be a part of realizing a vision where every developer can program the cloud.
Pulumi has strong GTM momentum due to our established OSS PLG motion. We differ in how we approach this model with our level of investment around engagement and support which has led to a more productive funnel and efficient pipeline building for our Account Executives. As an Enterprise Account Executive you will be responsible for prospecting and closing new business while expanding on this business over time. You will identify, nurture and close opportunities with both new and existing customers, manage forecasts and track customer data. We’re strong proponents of a consultative sales approach - learn about the customer’s needs first before talking about products. Your expertise will be critical in helping articulate the value of our products.
Most importantly, at Pulumi you will be challenged, learn, teach, and collaborate with a fun team of people building an amazing culture together.
While Pulumi is headquartered in Seattle, WA., we are dedicated to being a remote first company. This role will be located remotely in Denver, CO.
In This Job You Will:
- Close business to meet and exceed monthly, quarterly and annual bookings objectives
- Proactively prospect, identify, qualify and develop a sales pipeline
- Evaluate, qualify and convert incoming leads, gathering information and following up with appropriate decision makers
- Build strong and effective relationships, resulting in growth opportunities
- Work closely with Customer Success Managers and Professional Services team to achieve customer satisfaction
- Facilitate customer engagements; helping connect customers to the right internal and external resources to follow up and close deals.
- Know our products, competitive landscape and sales pitch to deliver the right messaging to the right audiences.
- Look for and implement improvements to sales processes, tools, and materials.
To Be Successful In This Role, You Have:
- 5+ years field experience of quota-carrying experience in a fast-paced and competitive market with a focus on new business
- Demonstrated ability to articulate the business value of complex enterprise technology
- A track record of overachievement and hitting sales targets
- Skilled in building business champions and running a complex sales process
- Previous Sales Methodology training (e.g. MEDDPICC, SPIN, Challenger Sales)
- Familiarity selling infrastructure Software as a service (SaaS) products, devops and open source technology a plus
- Driven and competitive: Possess a strong desire to be successful
- Skilled in managing time and resources; sound approach to qualifying opportunities
- Possess aptitude to learn quickly and establish credibility. High EQ and self-aware
- Passionate about growing your career around an established market with a ton of momentum in software (Infrastructure as Software) and
- Developing and maintaining an in-depth understanding of Pulumi products
- Drive to build a business, hunger to find and close deals, and pride in the growth of the business.
- Relentless focus on customer success and meeting the needs of present and future customers.
- Experience building positive professional relationships with developers and executives.
- Impeccable written, verbal, online and in-person communication skills.
- Professionalism, attention to detail, and strong follow-up.
Compensation:
- Base Salary Hiring Range: $90,000 -$150,000 (OTE Range: $180,000 - $300,000)
- All full time employee offers at Pulumi include base salary, bonus or variable, equity and benefits (details below).
- Sales Account Executive roles are also eligible for uncapped incentive pay, which can exceed 100% of the offered On Target Earnings (OTE) depending on quota attainment.
Pulumi Benefits:
- Health: We provide comprehensive medical, dental, vision, and supplemental insurance at no cost to U.S. employees, and comply with local health benefit requirements internationally.
- Time Off: We have an unlimited Personal Time Off (PTO) policy and require employees to take at least three weeks off annually, in addition to 13 U.S. holidays.
- 401K: We offer a 401(k) with an employer match for U.S. employees to support long-term financial security.
- Parental Leave: We provide 20 weeks of paid leave for the birthing parent or primary caregiver and 16 for the non-birthing parent or secondary caregiver.
- Remote-First: Our workforce is fully remote, spanning over 20 states and 12 countries. We encourage asynchronous collaboration and support remote work with an annual “work from anywhere” fund.
- Professional Development: Each employee receives an annual development budget, reinforcing our commitment to continuous learning.
- Equity: As a growing startup, all employees receive equity and are encouraged to be frugal, scrappy, and to act like owners.
- Additional Funds: We offer a monthly wellness fund for physical or mental well-being and a quarterly happiness fund for personal and team use.
About Pulumi:
Pulumi is reimagining how teams build cloud software, enabling developers and infrastructure experts to work better together through a unique combination of programming languages, tools, and systems innovation.
Our flagship infrastructure as code technology is open source and our SaaS product, Pulumi Cloud, provides platform teams, secrets management, and cloud management capabilities, and more. We have pioneered leveraging AI across all of these areas with our LLM-powered Pulumi Copilot to push the boundaries of what’s possible. At Pulumi, we dream big, in the pursuit of helping our customers out-innovate and win.
Founded in 2017 by industry veterans with over five decades of combined experience building developer platforms, Pulumi now has a global community of more than 350,000 members and serves over 3,250 customers. Despite our rapid growth, we’re still only getting started, and are early in our mission to democratize the cloud. If you thrive in a fast-paced, high-performance, we want to work with you to accelerate Pulumi’s impact.
At Pulumi, we don’t just accept difference, we celebrate, support, and thrive on it for the benefit of our employees, our products, and our customers. Pulumi is proud to be an equal opportunity workplace and is committed to equal employment opportunities regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, or Veteran status. If you have a disability or special need that requires accommodation, please let us know.
