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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in enterprise sales, particularly in building a self-sustaining pipeline and closing complex, multi-year deals. Proficient in engaging C-level buyers and developing business cases that drive value in the data ecosystem.
Highest-signal resume keywords
Enterprise Sales ExperienceValue SellingMEDDPICC QualificationC-Level EngagementPipeline Development
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Account PlanningBusiness Value AssessmentQuota AchievementCompetitive IntelligenceDeal ClosingSales Cycle ManagementUsage-Based PricingAI Readiness DiscussionMulti-Threading DealsOutbound Sales
Soft Skills
Executive PresenceUrgency CreationChampion DevelopmentCommunication SkillsCollaboration
Tools & Technologies
AI ToolsSales EngineeringObservability ToolsData Ecosystem ToolsPartner Co-Sell Platforms
Industry Keywords
Data EcosystemObservabilityInfrastructureStartup EnvironmentScale-Up Environment
About the role
Key responsibilities & impact- Prioritize a 50–60-account territory
- Build a self-sustaining pipeline with an SDR through outbound, ABM, partner co-sell, and AI tools
- Maintain 3–4x quota coverage
- Engage economic buyers including CTOs, CDOs, and VPs of Data/AI early
- Develop internal champions and multi-thread every deal
- Lead discovery
- Co-build Business Value Assessments with Sales Engineering
- Present business cases to executive decision-makers
- Close six- and seven-figure, multi-year deals through procurement, security review, and legal
- Write account plans that expand initial wins into multi-department footprints
- Provide competitive intelligence and deal learnings to Sales Leadership, Product, and Marketing
- Hunt new logos and run full-cycle enterprise deals across a 50–60-account territory
- Help shape the upmarket sales playbook and turn wins into repeatable market share
Requirements
What you’ll need- Consistently won larger enterprise deals with new logos through complex, multi-year enterprise sales cycles
- Hit or beaten quota by building an own pipeline rather than expanding an inherited book
- Experience selling in the data ecosystem, observability, or infrastructure
- Ability to discuss pipelines, observability, and AI readiness with technical buyers
- Experience with value selling and executive presence
- Experience developing champions and building business cases
- Experience using MEDDPICC to qualify deals
- Experience with C-level buyers
- Experience in startup or scale-up environments without a mature playbook
- Ability to create urgency around problems without an existing budget line
- Experience with usage-based pricing or genuine interest in adoption-based forecasting is a plus
- Authorization to work for any employer in the US
Benefits
Comp & perks- Equity / stock options
- Commission eligibility
- Healthcare plans
- 401k Retirement Plan
- Wellness Stipend
- Home Office Stipend
- Cell Phone or WIFI reimbursement
- Paid Parental Leave
- Flexible Time Off
- Generous Travel Policy
- Remote-first environment
- Competitive compensation