Enterprise Account Executive at Develocity in En remoto

Who We Are

AI is changing how software gets built. Code production is becoming a commodity. The focus is shifting from writing code to orchestrating, verifying, and governing change – and the toolchain is the new constraint.

We're at the center of this shift. We build Develocity, the context-engineering layer for AI-driven software delivery used by some of the world's leading software organizations – Netflix, Airbnb, Spotify, SAP, major global banks, and hundreds more. Develocity helps software teams achieve delivery excellence through deep observability, build and test acceleration and efficiency, and AI-powered intelligence across the entire toolchain – for Gradle Build Tool, Apache Maven™, sbt, Bazel, npm, and Python, with support for additional build tools coming soon.

We are an AI-native company. AI is not a feature we're bolting on – it's central to how we work, how we think about our product, and where we're heading. We're investing deeply in making Develocity's unique data and decades of domain expertise accessible to both humans and AI agents, with trust, evidence, and explainability at the core of everything we build.

We have partnered with the Apache Software Foundation, the Commonhaus Foundation, the Micronaut Foundation, and other OSS projects such as DuckDuckGo, Spring, Quarkus, Kotlin, JUnit, AndroidX, and many more to bring the values of Develocity also to the OSS Community.

Our Values

Seek to Understand: Everything starts with listening and understanding; we strive to understand diverse viewpoints, problems, and motivations. Before we take action, we ensure we truly grasp the challenges, perspectives, and goals.

Know the Why: We approach our work with a clear sense of purpose, ensuring every step is deliberate and focused. We take meaningful action with urgency, but never at the expense of thoughtful consideration.

Innovate & Iterate: We embrace challenges and are not afraid to try new things, even if they might fail. With a deep understanding and a clear purpose, we can develop creative, bold solutions to tackle challenges.

Own the Outcome: We are empowered to take initiative, and we maintain transparency in our work and its outcomes. When we execute, we take responsibility for our decisions, measure the success of our innovations, and learn from the results.

Who You Are

We are looking for a hardworking, driven Account Executive to join our high-performing team. In this role, you will be the face of Develocity for enterprise prospects and customers in the New York and East Coast US region, focusing on driving revenue growth and new business acquisition.

You'll act as a primary point of contact for our enterprise accounts in your territory. Your goal will be to guide these organizations on their journey with Develocity to unlock comprehensive data throughout the build process, empowering you to detect the unknown unknowns so you can ship faster, reduce risk, and lower costs, all while maintaining the highest standards of quality and compliance. You will be responsible for formulating and executing a sales strategy to grow your territory and acquire new customers.

Responsibilities

As an Account Executive, you will manage the entire sales cycle, from lead to close, to expand Develocity adoption. Your main focus will be to consistently achieve or exceed quotas and drive pipeline growth.

You will do this by:

• Developing and executing strategic account plans to target new logos not already covered by other teams.
• Building a robust pipeline and preparing accurate forecasts for large-scale, multi-year deals.
• Cultivating strong customer relationships and consistently engaging with key engineering and C-level executives.
• Leading the full sales cycle, from initial outreach to close.
• Clearly articulating the value of Develocity and providing customer feedback to enhance our product.
• Mastering sales techniques like MEDPICC and Command of the Message to execute deals effectively.
• Attending industry events and Develocity-hosted sessions to strengthen relationships and generate new business.
• Analyzing wins and losses and sharing insights with internal teams to improve our approach.
• Documenting best practices in our sales playbook to contribute to continuous improvement.
• Being willing to travel to meet customers in person.

Minimum Qualifications

• 5+ years of direct sales experience selling enterprise software to executives in large, complex organizations.
• A proven track record of consistently meeting or exceeding quotas.
• Experience in the DevOps, Observability, or CI/CD space.
• Strong communication and presentation skills, with the ability to present to C-level executives.
• Experience with target account selling, solution selling, and/or consultative sales techniques. Knowledge of MEDDPICC is a plus.
• Willingness to travel.

Preferred Qualifications

• Experience with the following sales tools: Salesforce, SalesLoft, ZoomInfo, and Gong.
• AI-first mindset to help with automating everyday tasks.

What We Offer

• Ability to work in a remote-first environment with flexible working hours.
• Work on a fast-growing product with a clear vision for the future.
• Close collaboration with an ambitious and experienced team and the opportunity to learn from them regardless of your experience level.
• Opportunities for growth in your career and in leadership responsibilities.
• In-person meetings, such as our annual company offsite team meetings, and onboardings.
• Contribute to leading solutions in the new industry of Developer Productivity Engineering and work with cutting-edge DPE tools and practices.
• Competitive salaries and equity grants.

Location

Remote from Europe.

While our team works remotely and is spread across the globe, we deeply value daily interactions and collaboration.