Senior Account Executive

About the role

New Relic is seeking a motivated professional to join our New Logo Enterprise Sales team. You will focus on acquiring new business within the enterprise software market by helping organizations improve system performance and cloud efficiency. In this capacity, you will own the end-to-end sales cycle for new business, driving growth and establishing long-term strategic relationships with key decision-makers. The role requires a consultative approach where you act as a trusted advisor, guiding clients through complex challenges related to system observability and performance optimization. You will leverage a hunter mentality to identify and secure new logos, ensuring that your territory contributes meaningfully to the overall sales pipeline. Success in this position depends on your ability to collaborate cross-functionally with internal teams to craft solutions that align with client business objectives. You will be responsible for maintaining rigorous forecasting and documentation practices to ensure transparency and predictability in the sales process. Ultimately, this role is about building lasting partnerships that deliver measurable value to clients while advancing New Relic's mission in the observability space.

Key facts

What you'll do

• Manage a specific territory to acquire new accounts and build long-term customer partnerships, ensuring consistent growth and retention focus.
• Prospect for new business opportunities to complement marketing initiatives, utilizing diverse channels to identify high-potential leads.
• Engage with multiple stakeholders, including C-level executives and technical users, to understand organizational needs and decision-making dynamics.
• Configure and propose solutions from our portfolio to address specific client needs, aligning product capabilities with business outcomes.
• Close multi-year, consumption-based contracts while maintaining accurate sales forecasts and pipeline visibility in accordance with quotas.
• Document all sales activities and pipeline progress within Salesforce, ensuring data integrity and real-time updates for forecasting.
• Collaborate with Solutions Consultants and Sales Development Representatives to reach revenue targets and support deal registration.
• Monitor industry news, competitor activity, and public company updates to identify sales triggers and timely engagement opportunities.
• Conduct discovery sessions to uncover pain points and translate client requirements into tailored value propositions.
• Develop and execute strategic account plans that outline key milestones, touchpoints, and success metrics for each target account.
• Qualify leads using established criteria to prioritize efforts on opportunities with the highest probability of conversion.
• Leverage sales analytics to refine approaches, adjust tactics, and optimize performance across the sales funnel.
• Participate in sales reviews and pipeline discussions to ensure alignment with team objectives and company goals.
• Maintain compliance with company policies, legal requirements, and ethical standards in all client interactions.

Requirements

• 5+ years of professional sales experience, with a demonstrated history of achieving and exceeding targets.
• Proven track record of success in enterprise software sales, including experience selling complex, high-value solutions.
• Field sales experience targeting Fortune 1000 companies, with a strong understanding of enterprise buying processes.
• Consultative approach to selling complex enterprise solutions, focusing on problem-solving and value-based selling.
• Strong hunter mentality with the ability to identify and secure new logos while balancing expansion and retention efforts.
• Ability to work effectively within a team environment, collaborating with cross-functional partners to close deals.
• Excellent communication and presentation skills, capable of articulating technical concepts to non-technical stakeholders.
• Willingness to travel within the Toronto region as required to meet with clients and attend team meetings.

Nice to have

• Previous experience selling observability software, providing familiarity with key concepts and customer challenges.
• Technical background or education, such as a degree in computer science, information technology, or a related field.

Practical notes

• Visa sponsorship is not available for this role, so candidates must be authorized to work in Canada without sponsorship.
• All candidates must pass a criminal background check as part of the pre-employment screening process.
• Some roles may require an export compliance assessment to ensure adherence to U.S. export control regulations and company policies.
• New Relic operates under a flexible work model allowing for office-based, remote, or hybrid arrangements, depending on team and role requirements.
• This role is full-time and based in the Toronto area, with expectations for availability during standard business hours.
• If you require an accommodation during the hiring process due to a disability or other needs, please contact resume@newrelic.com to request support.
• The selection process may include interviews, assessments, and reference checks, with timelines varying based on candidate pool and role complexity.
• Candidates are encouraged to provide accurate and complete information throughout the application process to facilitate timely consideration.
• This position is subject to internal policies, and employment terms are contingent upon successful completion of all required checks and qualifications.