OpenObserve

Account Executive

• Report directly to the Chief Revenue Officer
• Own a territory of large enterprise accounts that have never bought from OpenObserve
• Prioritize accounts based on observability spend, incumbent renewal dates, and open-source usage
• Maintain written plans for top accounts
• Source most pipeline through executive outreach, events, community, and partners
• Execute account-based plays with the SDR team
• Build relationships with engineers, infrastructure leaders, CTOs, and CIOs
• Identify and engage champions and economic buyers
• Run full-cycle deals from first meeting through technical discovery, POC, security review, procurement, legal, and close
• Lead deal teams involving solutions engineering, executive sponsors, and legal
• Win competitive displacement deals against Datadog, Splunk, or Elastic
• Develop phased migration approaches
• Build TCO and ROI business cases for finance and procurement
• Size initial contracts and establish paths for account expansion
• Qualify opportunities using MEDDPICC
• Maintain accurate pipeline and forecasts in HubSpot
• Provide enterprise buyer feedback to product, marketing, and leadership
• Help develop the enterprise sales playbook
• Achieve a $1M–$1.2M ARR new-logo bookings quota

Enterprise Account Executive

Customer Success Manager

• Report directly to the Chief Revenue Officer
• Join customer evaluations and proofs of concept before contracts are signed
• Agree success criteria with account executives, get customer data flowing, and ensure pilots prove their objectives
• Take customers from successful pilots to full-scale production deployments
• Plan cutovers from incumbent tools and establish data sources, pipelines, dashboards, and alerts
• Build account success plans tied to customer objectives such as cost, incident response time, or coverage
• Track usage and customer health and act on early warning signs
• Review architecture, ingestion, retention, and query performance and provide hands-on technical guidance
• Build relationships with engineers and executives and run business reviews
• Own or partner with sales on renewals and identify expansion opportunities
• Coordinate support and engineering during escalations while owning the customer experience
• Bring customer patterns and feedback to product and engineering
• Create POC templates, onboarding guides, migration runbooks, and training content