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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in full-cycle B2B software sales, particularly in enterprise accounts, with a strong focus on building relationships with key stakeholders and executing account-based strategies. Proficient in technical understanding of cloud and observability products, capable of presenting business cases and managing complex deals.
Highest-signal resume keywords
Full-Cycle B2B Software SalesEnterprise Account ManagementTechnical Understanding of KubernetesMEDDPICC QualificationPipeline Management in HubSpot
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Full-Cycle SalesB2B Sales ExperienceAccount-Based SellingTechnical DiscoverySecurity Review ManagementCost Model PresentationROI Business Case DevelopmentCompetitive Displacement StrategiesPhased Migration ApproachesQuota Achievement
Soft Skills
Self-StarterIntellectual CuriosityRelationship BuildingComfort with AmbiguityAccount Research Skills
Tools & Technologies
HubSpotKubernetesCloud InfrastructureLog PipelinesMonitoring Architecture
Industry Keywords
Observability ProductsDevToolsInfrastructure SalesExecutive OutreachEnterprise Sales Playbook
Tech Stack
Tools & technologiesCloudKubernetesSplunk
About the role
Key responsibilities & impact- 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
Requirements
What you’ll need- 4+ years of full-cycle B2B software sales experience
- 2+ years closing new logos in enterprise accounts
- Track record of hitting or exceeding quota over several years
- Experience selling devtools, infrastructure, cloud, or observability products to engineering and platform organizations and engineering leaders
- Experience running multi-stakeholder deals involving security reviews, procurement, and legal redlines
- Self-starter and skilled prospector able to build pipeline from scratch
- Technical understanding of Kubernetes, cloud costs, log pipelines, and monitoring architecture
- Ability to present cost models to CIOs or CFOs and whiteboard with SRE leads
- Intellectual curiosity and deep account research skills
- Comfort with ambiguity and building processes in early-stage environments
- Track record of selling value
- Required timezone overlap for core collaboration hours
- Expectation to be in front of customers regularly and travel approximately 25% of the time
Benefits
Comp & perks- Uncapped commission
- Meaningful equity
- Solutions engineering support on every evaluation
- Founder and executive support in deals
- Full benefits
- Flexible schedule
- Unlimited PTO
- Growth paths to strategic accounts or enterprise team leadership
- Approximately 25% travel for customer meetings, events, and team offsites