influxdata - Commercial Account Executive
Requirements
• 1+ years of quota-carrying sales experience selling data solutions, SaaS, PaaS, developer tools, or cloud infrastructure • Experience selling into commercial and mid-market organizations • Experience managing accounts post-close through annual renewal cycles, with responsibility for retention and growth • Demonstrated success running a full sales cycle from self-sourced pipeline through close • Ability to balance hunting and farming — the discipline to keep prospecting while carrying an active book of business • Comfort selling to technical buyers and translating technical capability into business value • Superior written and verbal communication skills, able to talk to all levels at an organization • Demonstrable history of meeting or exceeding quota • Strong prospecting, qualifying, closing, and account management skills • Excellent negotiation skills, including renewal and expansion negotiations • Disciplined pipeline management, CRM hygiene, and forecast accuracy • Experience selling open source or commercial-open-source products, and competing against free alternatives • Experience with time series data, observability, monitoring, IoT or industrial telemetry, DevOps, or SRE tooling • Experience carrying a combined new business and renewal quota • Interview Information: • Our interview process begins remotely. Interviews are typically conducted via Zoom. To ensure every candidate can participate, please let us know if you are unable to access Zoom. Some roles may require an in-person meeting with a team member as part of the final stage. • Our Core Values • Our employees are the heart of the company and only by having a core set of beliefs and values will we be successful. We hire and live by these core values: • We value each other • We get stuff done • We believe humility drives learning • We embrace failure • We are committed to open source • Visit our careers page https://www.influxdata.com/careers/ to learn more about working at InfluxData. • To view our CCPA policies click HERE https://www.influxdata.com/wp-content/uploads/November-2023-InfluxData-Candidate-Privacy-Notice.pdf • If you are a qualified individual with a disability or a disabled veteran, you may request a reasonable accommodation if you are unable or limited in your ability to use or access this website to apply for a vacancy as a result of your disability. You can request reasonable accommodations by reaching out to the recruiting team by emailing [email protected]. • InfluxData does not accept unsolicited resumes from headhunters and recruitment agencies through our website, job board or directly to employees. InfluxData will not pay fees to any third-party agency, headhunter or company that does not have a signed agreement for this position in place. • Beware of job scams and fraudulent offers! Our recruiters use @influxdata.com http://influxdata.com email addresses exclusively. We do not conduct interviews via text or instant message and we do not ask candidates to download software other than Zoom, to purchase equipment through us, or to provide sensitive personally identifiable information such as bank accounts or social security numbers. If you have been contacted by someone claiming to be from InfluxData from a different domain about a job offer, please report it as potential job fraud to law enforcement and to [email protected].
Responsibilities
• Owning the full sales cycle for new logos in North America Commercial — prospecting, discovery, scoping, POC, negotiation, and close • Building and sustaining your own pipeline through cold calling, outbound email, LinkedIn, account research, inbound follow-up, and partner activity • Running strong discovery: understanding the technical use case, the business impact, the buying process, the stakeholders, and what success looks like • Understanding the competitive landscape — including open source alternatives — and positioning InfluxData to win • Partnering with Sales Engineering to scope and run technical evaluations and POCs • Renewals & Expansions • Owning renewal outcomes across a book of approximately 40 existing accounts, including forecast accuracy on every renewal in your territory • Engaging renewals early — well ahead of the contract date — to understand usage trends, changes in the customer's environment, budget cycle, and stakeholder changes • Identifying and closing expansion: new use cases, new teams and divisions, increased capacity, and upgrades • Building multi-threaded relationships across your accounts so the relationship does not sit with a single champion • Spotting and escalating retention risk early, and working with Customer Success and Support to resolve it before it reaches the renewal conversation • Conducting regular check-ins and business reviews with your accounts to keep value visible • Across the Whole Territory • Building trust and credibility, both internally and with prospects and customers, from engineering to executive stakeholders • Keeping opportunity detail, next steps, renewal dates, and forecast accurate in Salesforce • Forecasting and managing your sales activity and pipeline to meet revenue targets and company goals • Meeting or exceeding monthly targets and quarterly quota across both new business and renewal/expansion
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