[Hiring] Enterprise Account Executive @OpenObserve Inc.

Role Description

Reporting directly to the Chief Revenue Officer, this is a new-logo enterprise role. You'll own a territory of large accounts that have never bought from OpenObserve and turn them into customers. Deals run from five to six figures in ARR, with multiple stakeholders, a security review, and a real procurement process.

• Most of your target accounts already pay Datadog, Splunk, or Elastic more than they want to.
• Many already have engineers running our open-source version.
• Your job is to find the entry point, build the business case, and get the first contract signed.
• This is a hunting role, not account management.
• You'll source most of your own pipeline, run your own deals, and help write the enterprise playbook as you go.

Target quota: $1M–$1.2M ARR in new-logo bookings.

OTE: $220K–$280K (50/50 split), plus equity.

Qualifications

• 4+ years of full-cycle B2B software sales experience, including 2+ years closing new logos in enterprise accounts.
• Track record of hitting or exceeding quota over several years, with specific new-logo wins.
• Experience selling devtools, infrastructure, cloud, or observability into engineering and platform organizations.
• Ability to run a multi-stakeholder deal, including security reviews, procurement, and legal redlines.
• Self-starter and skilled prospector who builds pipeline from scratch.
• Understanding of the technical landscape, including Kubernetes, cloud costs, log pipelines, and monitoring architecture.
• Clear communication skills with executives.
• Sharp and intellectually curious, studying accounts deeply and asking insightful questions.
• Thrives in early-stage environments and comfortable with ambiguity.
• Track record of selling value.

Requirements

• Own a defined territory of enterprise accounts.
• Prioritize by observability spend, incumbent renewal dates, and existing open-source usage.
• Source the majority of your own pipeline through executive outreach, events, community, and partners.
• Build relationships at every level of the account.
• Run the deal from first meeting through technical discovery, POC, security review, procurement, legal, and close.
• Win accounts running Datadog, Splunk, or Elastic.
• Turn OpenObserve's cost and performance advantages into TCO and ROI models.
• Size the first contract to win and set up the account for growth.
• Qualify with MEDDPICC and keep pipeline and forecast accurate in HubSpot.
• Bring market feedback from enterprise buyers back to product, marketing, and leadership.

Benefits

• Impact: An early seat on the enterprise team with direct access to the CRO.
• Compensation: $250K–$300K OTE, uncapped commission, and meaningful equity.
• Support: Solutions engineering on every evaluation, and founders and executives who will show up in your deals.
• Product: An open-source-rooted product with clear technical differentiation.
• Benefits: Full benefits, flexible schedule, and unlimited PTO.
• Growth: Paths to strategic accounts or to leading the enterprise team as we scale.

Location

Remote, United States. Timezone overlap for core collaboration hours required. Expect to be in front of customers regularly, with travel around 25% of the time for customer meetings, events, and team offsites.