East Coast based SaaS company is seeking an Account Executives (AE) to play a pivotal role in the growth and expansion of their business. Reporting to the CRO, you will be tasked with proactive outbound prospecting and managing inbound leads. Given the technical nature of the product, a high technical aptitude is crucial to understand and articulate the value proposition effectively to potential clients. You will be responsible for the entire sales cycle, including the initial prospecting, qualification, technical discussions, pricing and contract negotiation, deal closure, expansion, and renewal. This role demands a combination of technical understanding, sales acumen, and relationship-building skills to drive significant impact and contribute to the company’s success.

• Proactively build, qualify, and close a new logo sales pipeline, ensuring you meet or exceed quota and drive steady bookings growth.
• Be responsible for outbound motions to create 30% of your pipeline
• Strategically prospect into Network Engineering management & technical end users, understanding their unique challenges and requirements.
• Build strong and effective relationships with prospects using a consultative sales approach, leading to increased trust and deal velocity.
• Work on both the acquisition of net new customers and the revenue expansion of existing customer accounts.
• Build and manage accurate forecast and opportunity progress reporting.
• Partner with our Solutions Engineers to ensure technical alignment and convey value proposition and key differentiators.
• Continually seek to improve your selling skills and iterate/improve on the sales process.
• Develop an understanding of the partner ecosystem and competitive solutions.

You will work closely with:

• Sales Engineering to ensure that a cohesive technical and business strategy is applied to each prospect, resulting in efficient and effective sales cycles, and repeatable wins.
• SDR and Marketing Teams to collaborate on targeting, segmentation, and outreach strategies and messaging to drive effective prospecting campaigns
• Sales and Executive Leadership to analyze, iterate upon, optimize ourselling motions, and to create accurate forecast visibility.
• Product Team to provide detailed customer insights into features, roadmaps, and requirements that would meet customer demand and accelerate the sales process.

• 3+ years of SaaS field experience with quota-carrying roles in fast-paced markets, focused on closing net new logos and demonstrating the ability to run complex sales processes. Experience working with open source technology is a plus.
• 1+ years of experience working in a collaborative startup environment.  
• An entrepreneurial and self-starter mentality with the ability to roll up your sleeves and get involved with many aspects of selling to “get it done”
• A history of overachievement and consistently hitting or exceeding sales targets.
• Proficiency in managing both inbound leads and outbound prospecting to build a robust pipeline.
• Drive and competitiveness, underlined by a strong desire to win.
• Technical aptitude and exceptional ability to articulate the business value of complex, technical enterprise products built on open source technology. Previous experience as a sales engineer or network engineer is a plus.
• Specialized knowledge in Networking, Network Engineering, Network Automation would be a significant advantage.