Major Enterprise Account Executive

• 5+ years selling complex software and services in the field, ideally with conceptual or Proof of Value-led sales motions
• Demonstrated success displacing incumbents and building compelling ROI-led business cases that win share from established vendors
• Proven ability to win new logos via outbound pipeline generation - you must be ready to own this personally.
• Track record of scaling enterprise accounts through strategic upsell and cross-sell
• Sustained performance over the last 5–7 years, with at least two consecutive years above quota or top of your peer group (we want operators who stick and win, not hoppers)
• Confident selling to and influencing C-level executives
• Deep understanding of IT infrastructure stacks and how modern IT organisations operate; fluent in industry and market trends
• Runs a repeatable, structured sales process and is fluent in MEDDIC-based qualification (or equivalent: MEDDPICC, Command of the Message)
• Strong discovery via thoughtful questioning; identifies and develops Champions; builds and presents executive-level business cases; handles objections with composure
• Hungry, humble, and smart. Driven, persistent, coachable, and intuitive
• Bias for action and urgency; detail-oriented and adaptable; high integrity, no exceptions
• Aligns with EMEA standards of excellence
• Experience selling observability, log analytics, monitoring, or APM solutions
• Experience selling cloud-native technologies on AWS, GCP, or Azure
• Experience selling data platforms, data lakes, or analytics infrastructure

What You'll Get

• Work with the best. Join a team of high-calibre sellers and engineers, led by experienced sales leaders who know how to develop talent and win in enterprise.
• A real playbook. Our sales methodology is founded in MEDDIC and supported by strong sales engineering and leadership that's been there before.
• Fast development and progression. We move quickly to promote those who deliver. Top performers don't wait years for their next step.
• Significant earning upside. Competitive base, uncapped commission, and meaningful stock, so our success directly translates into yours.
• A category-defining product. Genuinely differentiated technology in a market overdue for disruption.