Enterprise Account Executive

Gremlin

  • Locations
    • Remote
    • United States
  • Date Posted
  • 20 Jan 2021
  • Function
  • Sales
  • Sector
  • Data

Employees at Gremlin have the unique chance to be at the forefront of a new IT practice, Chaos Engineering, just as the industry is beginning to adopt it. Our team is growing and you have an opportunity to join us as we transform how companies like Target, Twilio, National Bank of Australia, and many more build reliable software.

“Gartner anticipates that 40% of organizations will implement chaos engineering practices as part of DevOps initiatives by 2023, reducing unplanned downtime by 20%.”

Source: https://www.gartner.com/smarterwithgartner/the-io-leaders-guide-to-chaos...

Chaos Engineering helps engineers test large computer systems to discover system problems before those problems cause outages. This is a foundational approach for every company that provides mission-critical, always-online services. Gremlin provides a platform that makes the practice much faster to implement and easier to use for both large and small enterprise customers.

About the Role of Enterprise Account Executive

Gremlin’s sales team is growing, and we’re seeking a passionate and entrepreneurial Account Executive to help the company scale. This role will play a vital role in bringing on Gremlin’s initial customers, ensuring their success, and generating post Series A momentum.

You’ll bring credibility and relationships to bear as you expand trials and build pipeline. Working with a Solution Architect partner and directly with the leadership team, you’ll be central in building the company and the function, fostering a customer-centric culture that will drive the company into its next stage of growth.

Responsibilities

  • Prospect into medium to large sized companies while managing an efficient sales process
  • Negotiate favorable pricing and business terms with large commercial enterprises by selling value and ROI
  • Manage existing customer expectations while expanding reach and depth into assigned territory
  • Have an intuitive sense of required steps to close business and gain customer validation
  • Identify a robust set of business drivers behind all opportunities
  • Ensure high forecasting accuracy and consistency
  • Maintain, build and manage specific relationship maps for your territory including existing relationships and aspirational contacts
  • Have a thorough understanding of customer's business

Key Skills and Attributes

  • If you don't think you meet all of the criteria below but still are interested in the job, please apply. Nobody checks every box—we’re looking for candidates that are particularly strong in a few areas, and have some interest and capabilities in others.
  • 5+ Years Enterprise Field Role (or mix of mid-market and enterprise)
  • Recent experience working for an emerging tech company (or has sold from small to big companies)
  • Sold into large fortune 1000 companies
  • Proven ability to hunt and win new logos
  • Deal sizes have been large mid-market 100k+ or enterprise, 1m+
  • Demonstrated excellence in consistently overachieving plan
  • Excellent communicator and presenter who can represent the company and the product independently
  • Collaborative team player who works well with internal team and solves for customer as well as company

Nice to Have

  • Deep contacts, previous customers, and successful track record selling to Engineers in a technical space
  • Domain exposure to APM, DevOps, Microservices, and SaaS services

At Gremlin, we value:

  • OUR CUSTOMERS - We won't be a company if our customers aren't thrilled. We live and die by our customers, so they come first.
  • ACTION - We favor small experiments to gather data rather than over-analyzing a situation. Getting stuff done always beats talking about getting stuff done.
  • CONTEXT, NOT CONTROL - We hire autonomous adults with good judgement. We provide them with the context to make smart decisions. We don't micromanage.
  • BEING VOCALLY SELF-CRITICAL - We all make mistakes, we all have ways in which we can improve. We own that upfront, and honestly discuss ways in which we've personally made mistakes and can get better. Then, we encourage and help one another succeed at doing so.
  • DIVERSITY, EQUITY, & INCLUSION - We are at our best when we encourage and include the thoughts and voices of people from many diverse backgrounds into our strategy and execution. We recognize that systemic racism and gender bias are real and that we aren’t perfect, so we actively work to encourage the difficult conversations, to listen, and to change as we discover our blind spots so that Gremlin is a company all of us feel proud to be a part of.
  • FRUGALITY - We are working to build a profitable company and create a new practice in the industry. We spend money on the right things, like making sure employees have the tools they need to be successful and the company has what it needs; we simply choose not to waste what we have and not to buy what we don’t actually need.
  • You are welcome at Gremlin for who you are. The more voices and ideas we have represented in our business, the more we will all flourish, contribute, and build a more reliable internet. Gremlin is a place where everyone can grow and is encouraged. However you identify and whatever background you bring with you, please apply if this sounds like a role that would make you excited to come into work everyday. It’s in our differences that we will find the power to keep building a more reliable internet by building and designing tools used by the best companies in the world.
  • We can’t wait to meet you!