Founding Account Executive, Stealth Product - EMEA at DoiT in Estonia

Location This is a fully remote opportunity based out of any of the following with travel as needed: UK, Ireland, Netherlands, Sweden, Estonia, Israel. Something new is launching at DoiT. We're not saying everything yet. Here's what we can say: it solves one of the hardest unsolved problems in FinOps, the product is real, we established product-market-fit, the early customer conversations are unusually good, and we're building the founding sales team to take it to market across North America and EMEA. If you've ever wanted to be an employee number something-small on a product that actually moves the category, this is that role. Who We Are DoiT is a global technology company that works with cloud-driven organizations to leverage the cloud to drive business growth and innovation. We combine data, technology, and human expertise to ensure our customers operate in a well-architected and scalable state - from planning to production. Delivering DoiT Cloud Intelligence, the only solution that integrates advanced technology with human intelligence, we help our customers solve complex multicloud problems and drive efficiency. With decades of multicloud experience, we have specializations in Kubernetes, GenAI, CloudOps, and more. An award-winning strategic partner of AWS, Google Cloud, and Microsoft Azure, we work alongside more than 4,000 customers worldwide. 700 people, 40+ countries, zero offices. The best idea wins regardless of timezone. The Opportunity This is a founding-seller role on a brand-new FinOps product line inside DoiT. The category is one most FinOps teams know they have a problem in, and most vendors can't actually solve. We can. You'll be among the first people carrying it. Founding means what it sounds like. You'll help shape the pitch, not inherit one. You'll write the playbook with us, take it into customer conversations the same week, and feed everything back into product, marketing, and pricing. The accounts you land in the first six months become the references that define the category. You'll own full-cycle deal execution across Startup, Digital Native, and Enterprise segments. That means finding the right prospects, running compelling solution pitches, navigating technical objections alongside our engineers, and closing complex partnerships end to end. You'll have the rest of the DoiT Cloud Intelligence portfolio behind you. 4,500 customers. AWS, Google Cloud, and Azure partnerships. Forward Deployed Engineers who solve problems other vendors walk away from. But the product you'll carry every day is new, and the market doesn't know it exists yet. That's the opportunity. Expect to travel 10 to 15 percent of the time to meet customers, engage with hyperscaler teams, and show up at industry events that matter. Responsibilities Own the full sales cycle from first conversation to closed deal, consistently hitting and exceeding quota and pipeline targets Help define the EMEA go-to-market motion for a new product line. ICP, messaging, objection handling, pricing posture, all of it Build the first wave of reference customers and case studies the rest of the GTM org will run on Develop and execute a regional strategy that identifies high-growth opportunities and untapped markets across EMEA Build deep, mutually valuable relationships with AWS Sales Leaders and Partner Managers to co-sell and expand market share Partner with Forward Deployed Engineers and Solutions Architects to solve the toughest technical challenges prospects face Maintain rigorous forecast accuracy in Salesforce and ensure every proposal reflects the quality of what we actually deliver Guide customers from initial curiosity through contract execution, setting them up for a world-class onboarding experience Feed real customer signal back to product and marketing every week. In a founding team, that loop is the job Generate your own pipeline through prospecting, networking, and creative outreach. Not just working what's handed to you Qualifications Demonstrated experience running full sales cycles in the technology industry, ideally in new business roles selling SaaS, PaaS, or IaaS products A track record of selling cloud services and understanding how consumption-based models work 2+ years of quota-carrying sales experience in B2B SaaS with a consistent record of meeting and exceeding sales quotas Comfort selling something new. You've sold a product before there was a Gartner quadrant for it, and you preferred it that way Technical curiosity. You understand the cloud computing market and can hold your own in conversations about AWS, Google Cloud or Azure products and architecture Genuine interest in FinOps and how engineering organisations actually consume the cloud. You don't need to be a practitioner, but you need to care Ability to build influential relationships across matrixed organisations and turn professional networks into real partnerships "Roll up your sleeves" attitude that pervades both sales and business development activities Are you a Do'er? Be your truest self. Work on your terms. Make a difference. We are home to a global team of incredible talent who work remotely and have the flexibility to have a schedule that balances your work and home life. We embrace and support leveling up your skills professionally and personally. What does being a Do’er mean? We’re all about being entrepreneurial, pursuing knowledge, and having fun! Click here to learn more about our core values. Sounds too good to be true? Check out our Glassdoor Page. We thought so too, but we’re here and happy we hit that ‘apply’ button. Full-time employee benefits include: Unlimited PTO Flexible Working Options Health Insurance Parental Leave Employee Stock Option Plan Home Office Allowance Professional Development Stipend Peer Recognition Program Many Do'ers, One Team DoiT unites as Many Do'ers, One Team, where diversity is more than a goal—it's our strength. We actively cultivate an inclusive, equitable workplace, recognizing that each unique perspective enhances our innovation. By celebrating differences, we create an environment where every individual feels valued, contributing to our collective success. #LI-Remote