Founding Enterprise Account Executive

About the Role

This is a founding enterprise sales role at an early-stage developer tools company in the observability and DevOps space. You will have direct access to the founders and full ownership of the enterprise sales cycle, from first contact through close. Your work will directly shape the repeatable sales motion the company builds on.

What You'll Do

• Own the full sales cycle: prospecting, discovery, technical evaluations, proof-of-value conversion, negotiation, procurement, and closing.

• Refine ICP, messaging, qualification criteria, forecasting, and objection handling in close collaboration with the founders.

• Build the lightweight systems and operating rhythms that future sales hires can reuse.

• Hand closed customers cleanly to Customer Success while engineering owns deep technical implementation.

• Build qualified pipeline with US-based observability, platform, SRE, and engineering leaders.

• Lead technical discovery and evaluations that connect telemetry quality to measurable customer outcomes.

• Close initial enterprise customers and document a repeatable, evidence-based sales playbook.

• Establish trustworthy qualification, forecasting, procurement, and founder collaboration rhythms.

What We're Looking For

• 5 to 10 or more years of B2B sales experience, with a quantified record of personally sourcing and closing complex infrastructure or developer-tool deals.

• Credibility with observability, SRE, platform, and engineering buyers.

• Demonstrated ability to build pipeline without relying on a mature SDR, marketing, or RevOps organization.

• Experience leading technical discovery and evaluations that connect product capabilities to measurable customer outcomes.

• Proven track record negotiating and closing enterprise procurement cycles.

• Based in the United States, with practical access to relevant buyers and communities.

• Familiarity with OpenTelemetry and an existing network among observability or infrastructure buyers is a strong plus.

• Prior experience working directly with a technical founder is a plus.

Location

Fully remote, United States.