Enterprise Account Executive

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

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.