Account Executive

Position Overview

• Location Type: United States or United Kingdom
• Job Type: Full-time
• Salary: OTE annual compensation range: $225k - $300k (in the United States)

Embrace is seeking an Enterprise Account Executive to source, progress, and close new business. This role involves identifying, nurturing, and closing opportunities with new and existing customers, managing deal progression, and driving sales to completion. The ideal candidate will possess a deep understanding of prospects and customers, their user needs, business motivations, and the Embrace technology. Building trust, fostering relationships with buyers, users, and procurement, and delivering revenue results are key aspects of this position.

About Embrace

Embrace offers the only user-focused, mobile-first observability solution built on OpenTelemetry. It provides critical insights for both DevOps and mobile teams, focusing on real customer impact to enhance app experiences. Leading companies like The New York Times, Marriott, Masterclass, Home Depot, and Cameo utilize Embrace's mobile observability platform for its ability to make complex data actionable. Embrace values continuous improvement for individuals, teams, and the company.

What You'll Do

• Meet and exceed individual quarterly and annual sales goals.
• Manage all facets of the sales process, including prospecting, sales meetings, product demos, proofs of concept, proposals, negotiations, and post-sale adoption.
• Cultivate sales through outbound prospecting, inbound leads, and partner channels.
• Attend field events and conduct in-person meetings with prospects to build relationships and generate a predictable pipeline.
• Effectively communicate the value of Embrace to both DevOps/SREs and mobile engineering teams.
• Become proficient in managing and reporting on sales pipelines within Salesforce.
• Oversee pipeline generation, order processing, and daily customer requests.
• Collaborate with Solutions/Field Engineering resources to complete product integrations and optimize product usage to align with prospect expectations.

Requirements

• 2+ years of experience in engineering-facing technology sales or a similar relevant field.
• 2-5+ years of software sales experience.
• Proven experience prospecting into accounts with annual software expenditures exceeding $100K.
• Demonstrated history of consistent goal achievement in a competitive environment.
• Experience using Salesforce.
• Familiarity with open-source products, software community engagement, and cultivating champions is advantageous.
• Experience with Command of the Message and MEDD(P)ICC or similar sales methodologies.
• Must be located in the United States or United Kingdom.
• Ability to travel and connect in-person with team members, customers, and prospects as needed.

The Ideal Candidate Will Have

• At least one favorite karaoke song.
• An opinion on Star Wars vs. Star Trek.

Compensation and Benefits (United States)

• OTE annual compensation range: $225k - $300k.
• Actual compensation will be determined by level, experience, and skillset assessed during the interview process.
• Benefits include equity and other benefits detailed on the Embrace careers page.

About Embrace (Expanded)

Embrace provides a user-focused mobile app observability solution powered by OpenTelemetry. It delivers essential mobile telemetry to DevOps and mobile engineering teams, highlighting real customer impact rather than just server-side metrics to help achieve SLOs. Embrace's Distribution for OpenTelemetry offers transparency, portability, and extensibility for modern observability instrumentation. Its data backend and analysis platform are enterprise-supported, providing powerful mobile performance insights. By connecting frontend mobile telemetry with backend performance data, Embrace assists companies in modernizing their observability practices and delivering optimal user experiences.