Account Executive, Digital Native

StreamNative, founded by the creators of Apache Pulsar, is redefining real-time data streaming. Our platform empowers organizations to process and analyze massive data streams at scale with unparalleled efficiency. At its core is the URSA engine, which seamlessly integrates Apache Pulsar and Apache Kafka, delivering unmatched compatibility and performance. By simplifying deployments and enabling direct integration with modern lakehouse architectures, URSA helps businesses innovate faster and more effectively. With our cost-efficient solutions, companies can build cutting-edge, real-time applications that drive measurable outcomes. Join us in revolutionizing data streaming and enabling organizations to thrive in a fast-paced, data-driven world.

About the role

As an Account Executive, Digital Native, you will sell StreamNative to cloud-native, high-growth technology companies, whose engineering teams move fast and choose their own tools. You will open new accounts through outbound prospecting, run the full sales cycle with a pre-sales engineer, and close cloud contracts that start small and grow with usage. This is a hunter role with a high pace of deals, built for someone who likes talking to developers and data engineers as much as to the budget owner. 

What you'll do

Build pipeline

• Prospect into named accounts using outbound email, calls, social and events, working with Marketing on account-based campaigns.
• Qualify inbound and outbound leads and turn them into a steady flow of early-stage opportunities.
• Build relationships from the technical user up to the economic buyer, and find out who decides and how.

Run the sale

• Own deals from first meeting to signed contract, working with Sales Engineers on discovery, demos and proofs of concept.
• Match StreamNative to each customer's use case, such as real-time data pipelines, event-driven applications and agent workloads.
• Negotiate cloud contracts and close, bringing in senior sales leadership or deal desk when a deal calls for it.
• Aim for a typical deal size of $40k - $60k and a cycle of 2-3 months.

Keep the machine running

• Forecast accurately and keep CRM data clean.
• Share what you learn about messaging, objections and competitors with Marketing and Product.
• Hand off won accounts to Customer Experience, who own renewals, and look for openings to expand into other teams or divisions of the same company.

What you bring

• 3+ years of quota-carrying experience in B2B SaaS or infrastructure software, as a closing AE or as an SDR or BDR who has moved into closing.
• A record of outbound success. You can describe the sequences, channels and accounts that worked for you.
• Experience managing small and mid-sized sales cycles with limited support.
• Strong communication skills with both technical and business buyers.
• Working knowledge of CRM and prospecting tools such as HubSpot, Sales Navigator, ZoomInfo or Gong.
• Enough technical curiosity to explain what a streaming platform does and why a developer would pick it.
• Ability to travel up to 15% for industry events and customer meetings.

How you work

• You start the day with a plan for who you are contacting, not a list of tasks someone gave you.
• You follow up. You keep learning from every call and every lost deal.
• You are comfortable with developers and engineering managers, and you ask questions until you understand what they are building.
• You are open to working across time zones when customers or teammates need it

Nice to have

• Experience selling to technical buyers such as developers, data engineers or platform teams.
• Familiarity with account-based marketing and coordinated outbound.
• Experience with cloud-native, open source or event streaming products.
• Startup or other fast-paced, resource-constrained experience.
• Sales methodology training such as MEDDPICC or Challenger.

The base salary range listed for this position represents our good faith estimate of the starting compensation for this role at the time of hire. The actual salary offered will vary depending on your job-related skills, experience, qualifications, and geographic location. The compensation range and benefits for this position are based on a full-time schedule for a full calendar year. Pay increments and frequency of pay will be administered in accordance with the position's employment classification and applicable laws. 

Remote West Coast pay range

$79,000—$115,000 USD

Equal Opportunity Employer:

We are an equal opportunity employer and make employment decisions based on qualifications and merit. We do not discriminate on the basis of race, color, religion, gender, gender identity, sexual orientation, national origin, age, disability, or any other characteristic protected by law.