Account Executive, Enterprise

StreamNative

. Own new-logo acquisition and expansion into new divisions within a defined set of large accounts .

Posted 11/5/2026full-timeRemote • United StatesSeniorLead💰 $96,000 - $135,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in enterprise sales with a focus on new-logo acquisition and expansion, leveraging strong negotiation skills and technical fluency in data infrastructure and streaming services. Proven ability to manage complex sales cycles and collaborate effectively with stakeholders to drive business growth.

Highest-signal resume keywords

Quota-Carrying Sales ExperienceEnterprise Account ManagementSales Methodology ProficiencyTechnical Fluency in Data ArchitectureNegotiation Skills

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

New-Logo AcquisitionSales Cycle ManagementTerritory PlanningPipeline DevelopmentBusiness Case DevelopmentForecastingCRM ManagementQuarterly Business PlanningMulti-Stakeholder EngagementContract Negotiation

Soft Skills

Executive PresenceWritten CommunicationVerbal CommunicationCollaborationNegotiation

Industry Keywords

Data InfrastructureStreaming ServicesMessagingDatabasesCloud SoftwareOpen Source SoftwareMEDDPICCChallenger SalesCustomer SuccessTechnical Evaluation

Tech Stack

Tools & technologies

CloudOpen Source

About the role

Key responsibilities & impact

Own new-logo acquisition and expansion into new divisions within a defined set of large accounts
Lead complex, multi-stakeholder sales cycles from first conversation to signed contract
Write and execute territory and account plans for Enterprise accounts
Build pipeline through outbound prospecting and collaboration with Marketing
Prospect senior technical and business leaders, including CIOs, CTOs and CDOs
Forecast accurately each quarter and maintain current CRM data
Lead technical evaluation, security review, legal and procurement processes through close
Collaborate with Solutions Engineers on discovery, demos and proofs of concept
Build business cases with executive sponsors and negotiate commercial terms for cloud and self-managed contracts
Manage competitive situations against Confluent, Redpanda and cloud-native streaming services
Expand within existing accounts and coordinate with Customer Success on handoffs and opportunities
Provide field feedback to Product and Marketing and refine enterprise buyer messaging

Requirements

What you’ll need

7+ years of quota-carrying experience selling to enterprise accounts, with at least 3 in data infrastructure, streaming, messaging, databases, cloud or open source software
Record of meeting or exceeding quota in a new-logo (“hunter”) role, closing multi-stakeholder, six-figure to seven-figure enterprise deals
Experience running complex, multi-stakeholder cycles and reaching economic buyers and decision-makers
Experience with a formal sales methodology such as MEDDPICC, Challenger or similar
Executive presence, strong written and verbal communication and negotiation skills
Comfort discussing technical details with engineers, with sufficient fluency in streaming and data architecture
Experience building and running quarterly and annual business plans
Willingness to travel up to 15% for customer visits and events