Account Executive, Enterprise

StreamNative, founded by the creators of Apache Pulsar, is redefining real-time data streaming. Our platform empowers organizations to process and analyze massive data streams at scale with unparalleled efficiency. At its core is the URSA engine, which seamlessly integrates Apache Pulsar and Apache Kafka, delivering unmatched compatibility and performance. By simplifying deployments and enabling direct integration with modern lakehouse architectures, URSA helps businesses innovate faster and more effectively. With our cost-efficient solutions, companies can build cutting-edge, real-time applications that drive measurable outcomes. Join us in revolutionizing data streaming and enabling organizations to thrive in a fast-paced, data-driven world.

About The Role

As an Enterprise Account Executive, you will own new-logo acquisition and expansion into new divisions within a defined set of large accounts. You will lead complex, multi-stakeholder sales cycles from first conversation to signed contract, working with developers, platform and data teams, security, procurement and executive sponsors. You will have a dedicated pre-sales engineering partner, a Marketing  team that supports account strategy, and a Customer Experience team that handles renewals and day-to-day adoption after the sale, so you can focus on winning and growing the business.

What You’ll Be Doing

Build and run your territory

• Write and execute a territory and account plan for Enterprise accounts, and build pipeline through your own outbound as well as with Marketing.
• Prospect into senior technical and business leaders, from platform and data engineering to the CIO, CTO and CDO.
• Forecast accurately each quarter and keep CRM data current.

Lead complex deals

• Run multi-stakeholder cycles through technical evaluation, security review, legal and procurement, and drive them to close efficiently.
• Work closely with Solutions Engineers on discovery, demos and proofs of concept, and align StreamNative to each customer's technical and business goals.
• Build the business case with executive sponsors and negotiate commercial terms for cloud and self-managed contracts, working with legal and deal desk.
• Handle competitive situations against Confluent, Redpanda and cloud-native streaming services with confidence.

Grow with the customer

• Land in one team, then expand into other divisions and business units of the same account. Customer Success owns renewals, and you work with them on the handoff and on expansion opportunities.
• Bring field feedback to Product and Marketing, and help refine our messaging for enterprise buyers.

About You

• 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.
• A 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 getting to economic buyers and decision-makers.
• Experience with a formal sales methodology such as MEDDPICC, Challenger or similar.
• Executive presence, with strong written and verbal communication and negotiation skills.
• Comfort talking technical detail with engineers, and enough fluency in streaming and data architecture to hold a credible conversation about use cases.
• Experience building and running quarterly and annual business plans.
• Willingness to travel up to 15% for customer visits and events.

How you work

• You start prospecting without waiting for leads, and you keep going when the first three outreach attempts get no reply.
• You are as comfortable in a technical discovery call as in a CFO meeting, and you bring the right people from StreamNative in at the right time.
• You write things down, update your forecast and tell people early when a deal is slipping.
• You are collaborative. You share what you learn about customers with Sales, Engineering and Product.

Nice to have

• Experience selling open source, commercial open source or usage-based cloud products.
• Experience selling into AI or agent platform teams.
• Startup or pre-IPO experience.
• Existing relationships with enterprises that run Kafka or Pulsar.

The base salary range listed for this position represents our good faith estimate of the starting compensation for this role at the time of hire. The actual salary offered will vary depending on your job-related skills, experience, qualifications, and geographic location. The compensation range and benefits for this position are based on a full-time schedule for a full calendar year. Pay increments and frequency of pay will be administered in accordance with the position's employment classification and applicable laws. 

Equal Opportunity Employer:
We are an equal opportunity employer and make employment decisions based on qualifications and merit. We do not discriminate on the basis of race, color, religion, gender, gender identity, sexual orientation, national origin, age, disability, or any other characteristic protected by law.