Account Executive - Enterprise Software

Job Summary:

We are seeking a results-driven Sales Account Executive to own the end-to-end sales process, from prospecting to closing deals, while driving revenue growth across global markets. You will leverage your expertise in B2B sales and technical acumen to engage engineering, support and services organizations (AMER, EMEA, APAC), understanding their unique dev/test tooling needs and positioning our AstroFarm Device Farm solution to address critical pain points. By combining proactive outreach, consultative selling, and strategic collaboration with cross-functional teams, you will not only meet but exceed quarterly and annual targets while expanding our footprint through new business and existing account growth. If you thrive in a fast-paced environment and excel at building relationships with technical buyers, we would love to talk to you.

Key Responsibilities:

• End-to-End Ownership

  : Manage the entire sales cycle from prospecting to closing deals.

• Inbound Lead Conversion

  : Qualify inbound leads and guide them through the sales funnel to successful conversion.

• Proactive Lead Generation

  : Identify and engage prospects through cold calls, LinkedIn outreach, email campaigns, networking, and industry events.

• Targeted Outreach

  : Focus on organizations with product development, support, and professional services functions.

• Product-Fit Assessment

  : Uncover customer pain points, including high device costs, remote team device-sharing challenges, security/compliance concerns, and specialized device requirements.

• Client Engagement

  : Connect with clients via video calls and in-person meetings to foster trust and alignment.

• Product Demonstrations

  : Deliver compelling demos and presentations tailored to client needs.

• Deal Negotiation

  : Negotiate contracts, pricing, and commercial terms to drive mutually beneficial agreements.

• Deal Closure

  : Overcome objections, address concerns, and secure signed contracts to finalize deals.

• Partner Collaboration

  : Work with channel partners, resellers, and alliances to expand market reach.

• Account Growth:

  Identify and capitalize on upsell/cross-sell opportunities within existing accounts.

• Revenue Targets

  : Consistently meet or exceed quarterly and annual revenue goals.

• Renewal Management

  : Own the renewal process to maximize retention and minimize churn.

• Cross-Functional collaboration

  : Partner with marketing and product teams to refine offerings, optimize the customer journey, and adapt GTM strategies based on customer feedback.

Required Skills & Experience:

• Proven Sales Track Record:

  7+ years of experience in B2B sales, with a demonstrated ability to own the full sales cycle (prospecting to close) and exceed revenue targets.

• Engineering Sector Expertise

  : Experience selling dev/test tools to engineering organizations across global regions (AMER, EMEA, APAC), understanding their unique workflows and technical requirements.

• Lead Generation & Pipeline Management

  : Expertise in qualifying inbound leads and proactively sourcing opportunities via cold outreach, LinkedIn, email campaigns, and networking.

• Customer-Centric Selling

  : Strong discovery skills to identify customer pain points (e.g., device costs, remote team challenges, compliance needs) and align solutions to their business goals.

• Presentation Skills

  : Ability to build trust through video calls, face-to-face meetings, and tailored product demos/presentations.

• Negotiation & Deal Execution

  : Experience negotiating contracts, pricing, and commercial terms while overcoming objections to secure commitments.

• Partner & Channel Savvy

  : Experience collaborating with resellers, alliances, or channel partners to expand market reach.

• Adaptability

  : Comfortable in a fast-paced high-growth environment, balancing inbound/outbound efforts and adjusting strategies based on client feedback.

• Sales Tools Proficiency

  : Hands-on experience with CRM platforms (e.g., Odoo, Salesforce, HubSpot) and sales enablement tools to track pipelines, automate outreach, and manage client interactions.

• Technical Aptitude

  : Familiarity with SaaS, Device Farms, Android ecosystem, Mobile device solutions, CI/CD pipelines and test frameworks is a plus.

What We Offer:

• Competitive base salary + commission and bonus structure
• Flexible work arrangements
• Opportunities for career growth in a fast-scaling global software company
• Access to industry-leading training and enablement resources
• A supportive, high-performance culture