[Hiring] Principal Account Executive - Strategic Sales @New Relic

Role Description

We are looking for a Principal Account Executive – Strategic Enterprise to join our elite Sales organization. As a Principal AE, you aren't just selling software; you are a strategic architect helping the world’s most complex organizations navigate the future of digital intelligence.

In an era where uptime is currency and AI adoption is a mandate, New Relic stands at the center of the modern tech stack. You will be responsible for spearheading our most significant market plays—targeting "white whale" accounts and navigating high-value, multi-cloud, and DevOps transformations. This is a role for a master navigator who thrives on high-stakes negotiation and long-term vision.

What you'll do

• Orchestrating Strategic Account Acquisition – Lead the charge into New Relic’s highest-potential untapped markets. You will own the "Master Strategy" for major enterprise logos, ensuring New Relic is positioned not just as a tool, but as a foundational business partner.
• C-Suite Visionary Alignment – Go beyond standard prospecting to build deep, consultative relationships with CEOs, CTOs, and Boards of Directors. You will translate technical observability into business outcomes that resonate at the highest levels of corporate leadership.
• Mastering Complex Sales Execution – Lead the end-to-end execution of massive, high-complexity, multi-million dollar consumption-based deals. You will set the standard for forecasting accuracy and pipeline velocity, utilizing Salesforce and advanced sales methodologies to ensure predictable, outsized growth.
• Internal Leadership & Cross-Functional Synergy – Serve as a force multiplier. You will indirectly lead and mentor a dedicated "pod" of solution consultants, demand gen experts, and executives, aligning them toward a unified win strategy for Tier-1 accounts.
• Market Intelligence & Competitive Dominance – Act as a subject matter expert on the competitive landscape. You will provide feedback to Product and Engineering teams based on deep-dive diagnostics of enterprise technology stacks and future market triggers.
• Quantifying Exponential Value – Master the art of the "Business Value Assessment," proving to global enterprises exactly how New Relic’s platform reduces MTTR (Mean Time To Resolution) and accelerates ROI on their digital investments.

Requirements

• 12+ years of relevant experience in high-growth SaaS environments, with at least 5 years specifically handling Strategic or Major Enterprise accounts.
• Proven track record of over-performance, consistently exceeding multi-million dollar quotas and closing "Mega-Deals" ($1M+ ARR).
• Mastery of Consumption/Subscription Models – Deep expertise in navigating the nuances of modern SaaS pricing and multi-year contract negotiations.
• Executive Presence – Exceptional communication skills with the ability to command a room of C-level executives and influence high-level technical roadmaps.
• Strategic Domain Expertise – Recognized as an industry thought leader in Observability, DevOps, Cloud Infrastructure, or Digital Transformation.
• Collaborative Leadership – A history of elevating those around you, acting as a mentor to Senior AEs and a trusted advisor to Sales Leadership.
• Academic Excellence – Bachelor’s degree or equivalent work experience; MBA or advanced technical certification is a plus.

Benefits

• Fostering a diverse, welcoming and inclusive environment.
• Flexible workforce model allowing for fully office-based, fully remote, or hybrid work.