Account Executive - Enterprise Sales
Job description
About the role
This role targets enterprise customers to drive new logo acquisition and secure long-term solutions. The team focuses on owning strategic accounts and expanding wallet share in observability. Success depends on navigating complex organizations to land new business. You will operate as the primary commercial owner for assigned enterprise accounts, driving the full sales cycle from initial contact to closed won. The position requires you to balance strategic vision with granular execution to meet and exceed aggressive revenue targets. You will act as the key link between customer business outcomes and our observability platform capabilities. This role demands resilience, intellectual curiosity, and a data-driven approach to pipeline management. You will be measured on your ability to build trust at the highest levels of the customer organization.
Key facts
What you'll do
Cultivation of all relevant stakeholders maximizes sales potential and establishes long-term client solutions.
Targeting new logos not covered by other teams ensures focused enterprise growth.
Identification of customer needs leads to configuration of the right portfolio offering for each account.
Expansion of top of funnel occurs through own prospecting alongside centralized marketing campaigns.
Development of relationships across C-level sponsors, influencers, and day-to-day users supports enterprise sales cycles.
Preparation of accurate forecasts and pipeline coverage meets bookings targets and documents activity in Salesforce.
Communication of activities to sales management ensures revenue progress is tracked.
Partnership with dedicated Solutions Consultants and Sales Development Representatives drives measurable results.
Review of public information for companies and competitors maintains awareness of demand triggers.
Execution of a rigorous sales methodology to qualify, progress, and close complex deals in a timely manner.
Leveraging deep product knowledge to articulate value propositions and return on investment for specific use cases.
Collaborating with internal stakeholders to align solutions with client business objectives and constraints.
Utilizing data and insights to prioritize targets and optimize the sales approach for maximum impact.
Maintaining meticulous records of all interactions to ensure continuity and enable seamless team collaboration.
Championing the customer's vision within the organization to secure consensus and final approval for large-scale deployments.
Requirements
Minimum of 5+ years of sales experience is required for this role.
Field sales experience selling software to F1000 enterprises must be proven.
Continuous, substantial success in enterprise sales is a core expectation.
High energy paired with a well-developed business sense is necessary for this position.
Exceptional ambition must exist alongside strong teaming skills to succeed.
Experience in consultative, enterprise solutions selling is essential.
Deep and creative hunter skills complete the core profile.
Previous experience selling observability solutions is a bonus for this role.
A technical background provides an advantage in understanding customer environments.
Bachelor's degree is required as a baseline qualification.
Candidates must be authorized to work in Canada without the need for sponsorship.
Proficiency with CRM tools, specifically Salesforce, is expected for accurate pipeline management.
Strong verbal and written communication skills are mandatory for influencing at all organizational levels.
Practical notes
This position operates under at-wisk employment terms in Toronto.
No visa sponsorship is available, and candidates must be authorized to work in Canada.
A bachelor's degree is required as a baseline qualification.
Typical interview steps
Sales hiring often includes a role play, a discovery call simulation, and a presentation.
Candidates may be asked to pitch a product to a panel or handle a tough objection.
Behavioral questions focus on past quota attainment and deal history.
Energy and preparation matter.
Interviewers often simulate the job in the interview itself, so be ready to run a short discovery call or demo.
Practicing your own sales pitch out loud helps.
Good to know
Enterprise sales roles focus on large organizations with long decision cycles and high stakeholder engagement.
Observability solutions help teams understand system performance, logs, and traces in complex environments.
Consultative selling requires deep questioning, active listening, and tailored recommendations for each buyer.
Sales processes often include forecasting, pipeline management, and strict documentation in CRM systems.
Technical background knowledge supports conversations about architecture, integrations, and scalability needs.
Career growth
Sales careers can move from SDR or associate to account executive, senior AE, manager, and director roles.
Some sellers move into partnerships, account management, or revenue operations.
Compensation typically mixes a base with commission tied to results.
High performers in sales typically move into larger accounts, team leadership, or sales operations.
Quota history and references carry the most weight in promotion.