Enterprise Account Executive (EMEA)
Posted Updated
Description
- We’re looking for a driven Enterprise Account Executive to help organizations adopt Pulumi’s modern infrastructure platform—enabling teams to build, deploy, and manage cloud infrastructure using the full power of software engineering
- Pulumi’s go-to-market motion is anchored in a strong open-source, product-led growth (PLG) foundation, paired with meaningful investment in customer engagement and support
- This combination creates a highly productive funnel and a more efficient path to pipeline generation and deal conversion
- As an Enterprise Account Executive, you will own the full sales cycle—from prospecting through close and expansion
- You’ll engage both new and existing customers, develop and progress opportunities, maintain accurate forecasts, and drive long-term account growth
- We operate with a consultative sales approach: understanding customer challenges first, then aligning solutions to deliver measurable value
- Your ability to connect technical capabilities to business outcomes will be key in helping customers realize the impact of Pulumi’s platform
- Most importantly, at Pulumi you will be challenged, learn, teach, and collaborate with a fun team of people building an amazing culture together
- Own and close complex enterprise deals to consistently exceed monthly, quarterly, and annual bookings goals
- Proactively build and manage a robust pipeline by proactively engaging target accounts and converting high-quality inbound opportunities
- Lead executive-level conversations with CIOs, CTOs, and business leaders, uncovering critical initiatives and aligning our solutions to their strategic priorities
- Orchestrate cross-functional account teams—including Customer Engineering, Professional Services, Marketing and Product—to deliver tailored solutions and maximize customer value
- Develop deep expertise in our platform and competitive landscape to effectively position differentiated value in the market
- Drive continuous improvement by refining sales strategies, tools, and processes to accelerate growth
- 6+ years of quota-carrying enterprise sales experience, consistently exceeding targets in competitive, fast-paced markets
- Customer-first mindset, with a commitment to long-term success and value creation for clients
- Proven ability to lead complex sales cycles, build business champions, and drive executive-level engagement
- Strong time and resource management skills with a structured, strategic approach to qualifying and closing opportunities
- Effective communicator—written, verbal, and presentation—with attention to detail and a focus on leading customers toward next steps in complex sales cycles
- Experience selling SaaS, infrastructure software, DevOps, or open source technologies
- Expertise in articulating the business value of complex technology solutions to both technical and non-technical stakeholders
- Deep expertise in modern sales methodologies (e.g., MEDDICC, Challenger, SPIN) and a track record of disciplined, process-driven pipeline management
- Proven ability to establish credibility with both developers and executive leadership, driving alignment and buy-in across technical and business stakeholders
- Relentless drive to win: competitive, growth-oriented, and passionate about building business in a high-momentum market