Account Executive, Digital Native

About the role

As an Account Executive, Digital Native, you will sell StreamNative to cloud-native, high-growth technology companies, whose engineering teams move fast and choose their own tools. You will open new accounts through outbound prospecting, run the full sales cycle with a pre-sales engineer, and close cloud contracts that start small and grow with usage. This is a hunter role with a high pace of deals, built for someone who likes talking to developers and data engineers as much as to the budget owner. 

What you'll do

Build pipeline

• Prospect into named accounts using outbound email, calls, social and events, working with Marketing on account-based campaigns.
• Qualify inbound and outbound leads and turn them into a steady flow of early-stage opportunities.
• Build relationships from the technical user up to the economic buyer, and find out who decides and how.

Run the sale

• Own deals from first meeting to signed contract, working with Sales Engineers on discovery, demos and proofs of concept.
• Match StreamNative to each customer's use case, such as real-time data pipelines, event-driven applications and agent workloads.
• Negotiate cloud contracts and close, bringing in senior sales leadership or deal desk when a deal calls for it.
• Aim for a typical deal size of $40k - $60k and a cycle of 2-3 months.

Keep the machine running

• Forecast accurately and keep CRM data clean.
• Share what you learn about messaging, objections and competitors with Marketing and Product.
• Hand off won accounts to Customer Experience, who own renewals, and look for openings to expand into other teams or divisions of the same company.

What you bring

• 3+ years of quota-carrying experience in B2B SaaS or infrastructure software, as a closing AE or as an SDR or BDR who has moved into closing.
• A record of outbound success. You can describe the sequences, channels and accounts that worked for you.
• Experience managing small and mid-sized sales cycles with limited support.
• Strong communication skills with both technical and business buyers.
• Working knowledge of CRM and prospecting tools such as HubSpot, Sales Navigator, ZoomInfo or Gong.
• Enough technical curiosity to explain what a streaming platform does and why a developer would pick it.
• Ability to travel up to 15% for industry events and customer meetings.

How you work

• You start the day with a plan for who you are contacting, not a list of tasks someone gave you.
• You follow up. You keep learning from every call and every lost deal.
• You are comfortable with developers and engineering managers, and you ask questions until you understand what they are building.
• You are open to working across time zones when customers or teammates need it

Nice to have

• Experience selling to technical buyers such as developers, data engineers or platform teams.
• Familiarity with account-based marketing and coordinated outbound.
• Experience with cloud-native, open source or event streaming products.
• Startup or other fast-paced, resource-constrained experience.
• Sales methodology training such as MEDDPICC or Challenger.