OpenObserve Inc. - Account Executive (SMB/Commercial)

• This role isn’t for someone who follows a script and calls it a day. We want someone with genuine intellectual horsepower—a person who reads a prospect’s situation, connects dots others miss, and crafts an approach that actually resonates. The best AEs we’ve seen in this space are part strategist, part storyteller, part problem-solver. If that’s you, keep reading. • Is sharp and intellectually curious — you ask better questions than most, you study your accounts deeply, and you bring original thinking to every interaction. You don’t recycle the same email everyone else is sending. • Is sharp and intellectually curious • Has strong critical thinking — you can quickly assess a prospect’s situation, separate signal from noise, and know when a deal is real vs. when you’re being strung along. • Has strong critical thinking • Is creative under constraint — early-stage selling requires invention. You’ll write your own plays, test your own ideas, and iterate based on what the data tells you. • Is creative under constraint • Has 2–5 years of full-cycle B2B SaaS sales experience, ideally selling devtools, infrastructure, cloud, or observability into engineering and DevOps organizations. • Has 2–5 years of full-cycle B2B SaaS sales experience • Is a self-starter and skilled prospector who is comfortable building pipeline from scratch and isn’t dependent on inbound volume to hit quota. • Is a self-starter and skilled prospector • Understands the technical landscape—you don’t need to write code, but you should be able to hold your own in a conversation about Kubernetes, cloud costs, log pipelines, and monitoring architecture. • Understands the technical landscape • Has competed against or sold against Datadog, Elastic, Splunk, or similar—you understand the buying dynamics, the pain points, and what it takes to displace incumbents. • Has competed against or sold against Datadog, Elastic, Splunk, or similar • Is a confident, clear communicator across both technical and business stakeholders—from hands-on engineers to VP-level and C-suite buyers. • Is a confident, clear communicator • Thrives in early-stage environments—you’re comfortable with ambiguity, energized by building processes where none exists, and excited about the leverage that comes with being early. • Thrives in early-stage environments • Has a track record of hitting or exceeding quota—we want to see consistency, not just one good year. • Has a track record of hitting or exceeding quota