Enterprise Account Executive
External
Embrace · (remote) United States - East Coast$75K–$150K/yrFull-timeRemote11mo ago
AgileForecastingGrafanaObservabilityOpenTelemetrySalesforce
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Responsibilities
- 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
Requirements
- 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
Benefits
Remote work optionsEquity / stock options
Additional Information
Embrace is looking for a high-impact Enterprise Account Executive (AE) to source, progress, and close new business with mid-market and enterprise companies. This role is ideal for a self-starter who can build pipeline through outbound, inbound, and partner-led motions and drive complex, technical sales cycles from first conversation to proof-of-value (POV) and close. You'll serve as a strategic advisor to engineering and product leaders, help them uncover user experience blind spots, and deliver measurable value through Embrace's observability platform.
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