Enterprise Account Executive - Bay Area

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We're looking for a driven Enterprise Account Executive to help organizations adopt Pulumi's modern infrastructure platform-enabling teams to build, deploy, and manage cloud infrastructure using the full power of software engineering. Pulumi's go-to-market motion is anchored in a strong open-source, product-led growth (PLG) foundation, paired with meaningful investment in customer engagement and support. This combination creates a highly productive funnel and a more efficient path to pipeline generation and deal conversion. As an Enterprise Account Executive, you will own the full sales cycle-from prospecting through close and expansion. You'll engage both new and existing customers, develop and progress opportunities, maintain accurate forecasts, and drive long-term account growth. We operate with a consultative sales approach: understanding customer challenges first, then aligning solutions to deliver measurable value. Your ability to connect technical capabilities to business outcomes will be key in helping customers realize the impact of Pulumi's platform. Most importantly, at Pulumi you will be challenged, learn, teach, and collaborate with a fun team of people building an amazing culture together. While Pulumi is headquartered in Seattle, WA., we are dedicated to being a remote first company. This role will be located remotely in the Bay Area, San Francisco area. In This Job You Will: Own and close complex enterprise deals to consistently exceed monthly, quarterly, and annual bookings goals. Proactively build and manage a robust pipeline by proactively engaging target accounts and converting high-quality inbound opportunities. Lead executive-level conversations with CIOs, CTOs, and business leaders, uncovering critical initiatives and aligning our solutions to their strategic priorities. Orchestrate cross-functional account teams-including Customer Engineering, Professional Services, Marketing and Product-to deliver tailored solutions and maximize customer value. Develop deep expertise in our platform and competitive landscape to effectively position differentiated value in the market. Drive continuous improvement by refining sales strategies, tools, and processes to accelerate growth To Be Successful In This Role, You Have: 6+ years of quota-carrying enterprise sales experience, consistently exceeding targets in competitive, fast-paced markets. Proven ability to lead complex sales cycles, build business champions, and drive executive-level engagement. Expertise in articulating the business value of complex technology solutions to both technical and non-technical stakeholders. Deep expertise in modern sales methodologies (e.g., MEDDICC, Challenger, SPIN) and a track record of disciplined, process-driven pipeline management. Experience selling SaaS, infrastructure software, DevOps, or open source technologies. Proven ability to establish credibility with both developers and executive leadership, driving alignment and buy-in across technical and business stakeholders. Strong time and resource management skills with a structured, strategic approach to qualifying and closing opportunities. Relentless drive to win: competitive, growth-oriented, and passionate about building business in a high-momentum market. Effective communicator-written, verbal, and presentation-with attention to detail and a focus on leading customers toward next steps in complex sales cycles. Customer-first mindset, with a commitment to long-term success and value creation for clients.

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