Kestra Technologies - Enterprise Account Executive

Remote - USA$50k - $500k+ Equity2mo ago

Remote Senior NA Fintech Health Insurance Genomics Insurance Enterprise Account Executive Sales Engineer B2B Product Marketing Prospecting YAML ARR

Requirements

• 5+ years of B2B enterprise software sales experience, closing deals in the $50K–$500K+ range with complex buying committees. • 5+ years of B2B enterprise software sales experience • Proven quota attainment. You've been a top performer — top 10-20% of your sales org — and can show a consistent track record of hitting or exceeding targets. • Proven quota attainment. • Experience selling to technical buyers: engineering leaders, platform teams, data teams, DevOps/infrastructure teams. You earn credibility in technical conversations. You don't need to write YAML, but you need to understand why someone would. • Hunter DNA. You've built pipeline from scratch, not just worked inbound. Outbound prospecting is part of how you operate, not something you tolerate. • Hunter DNA. • Comfortable in a startup environment with minimal structure. You build your own playbook, define your own territory strategy, and move fast without waiting for permission. • Comfortable in a startup environment • Strong communicator who can translate deep technical capabilities into business value for different audiences — from a Staff Engineer evaluating orchestration tools to a VP making a platform bet. • Strong communicator • Experience selling open-source or developer-focused products where community adoption drives commercial conversion (PLG/open-core models). • open-source or developer-focused products • Familiarity with orchestration, workflow automation, data engineering, or infrastructure tooling — you understand the ecosystem Kestra competes in. • orchestration, workflow automation, data engineering, or infrastructure tooling • Past experience at a Series A–C stage company where you helped define and scale the sales motion. • Series A–C stage company • Understanding of land-and-expand sales strategies and usage-based or consumption-based pricing models. • land-and-expand • Existing network of enterprise contacts in financial services, healthcare, or technology on the US East Coast. • financial services, healthcare, or technology • What You Get • Real ownership in a globally distributed, high-caliber technical team. This isn't a cog-in-the-machine role. • Real ownership • Direct access to founders and influence on product strategy, go-to-market approach, and company priorities. • Direct access to founders • A product that sells itself — Kestra is already running mission-critical workloads at Fortune 500 companies. You're not selling vaporware. • A product that sells itself • Competitive compensation: strong base + uncapped commission + equity.

Responsibilities

• Own the full sales cycle for enterprise accounts on the US East Coast, from first touch to signed contract. Typical deal sizes: $50K–$500K+ ARR. • Own the full sales cycle • Build pipeline through a mix of outbound prospecting, inbound leads, partner referrals, and community-sourced opportunities from Kestra's open-source user base. • Build pipeline • Run discovery and demos in partnership with Solution Engineers. Lead commercial negotiations with both technical and business stakeholders — VPs of Engineering, Heads of Data, Platform leads, and occasionally C-suite. • Run discovery and demos • Develop account strategies for target organizations: map buying committees, identify champions, understand procurement workflows, and navigate complex enterprise decision-making. • Develop account strategies • Collaborate cross-functionally with Solution Engineers, Developer Advocates, Marketing, and Product to sharpen messaging, surface product feedback, and align on what Kestra delivers in practice. • Collaborate cross-functionally • Maintain forecasting discipline. Accurate pipeline reporting, clean CRM, no surprises. • Maintain forecasting discipline.