Enterprise Account Executive(Remote) United States - East Coast

divh2Enterprise Account Executive/h2pEmbrace is looking for a high-impact Enterprise Account Executive (AE) to source, progress, and close new business with mid-market and enterprise companies. This role is ideal for a self-starter who can build pipeline through outbound, inbound, and partner-led motions and drive complex, technical sales cycles from first conversation to proof-of-value (POV) and close. Youll serve as a strategic advisor to engineering and product leaders, help them uncover user experience blind spots, and deliver measurable value through Embraces observability platform./ph3What Youll Do/h3ulliOwn the full sales cycle from prospecting to close across enterprise and mid-market accounts/liliCultivate opportunities through outbound prospecting, inbound leads, and strategic partnerships (e.g., Grafana)/liliDrive and manage proof-of-value (POV) trials, partnering with Solutions Engineers to scope and execute effectively/liliEngage both technical buyers (Mobile Leads, SREs, Frontend Leads, VPs Eng) and executive sponsors (CTOs, CPOs)/liliDifferentiate Embrace against homegrown tools and platform competitors by leading value-based sales conversations/liliBuild and execute deal strategies using MEDDPICC or similar frameworks/liliCollaborate with SDRs, SEs, Marketing, and Customer Success to quarterback deal execution/liliConsistently maintain pipeline hygiene and forecasting discipline in Salesforce and Gong/liliRepresent Embrace at events, onsite meetings, and partner-led field activities/li/ulh3What Youll Bring/h3ulli5+ years of full-cycle SaaS sales experience; 2+ years selling to technical stakeholders/liliExperience selling products with SDKs, integrations, or developer-focused value propositions/liliProven ability to manage 69 month deal cycles with $75K$150K ACV (and up)/liliFamiliarity with DevOps, mobile development, or observability is a strong plus/liliExperience executing POVs/POCs with engineering teams/liliFluent in articulating technical and business value to multiple stakeholders/liliExperience using MEDDPICC, Command of the Message, or similar methodologies/liliStrong collaboration skills. Thrives in a deal-team model with SEs, SDRs, and partners/liliNaturally curious, competitive, and intellectually agile/li/ulpIn the United States, the OTE annual compensation range for this role is $225k - $300k. Actual compensation may vary based on level, experience, and skillset as assessed in the interview process. Benefits include equity and other benefits as detailed on our careers page. Though Embrace is a remote company, gathering is essential to our culture for collaboration and connection. We like to ensure that all of our team members have the ability to travel so that they can attend occasional company events (like our annual company trip!), working sessions, or conferences with other team members./ph3Why Join Embrace/h3pAs the only user-focused observability solution built on OpenTelemetry, Embrace delivers crucial insights across both DevOps, web and mobile teams to illuminate real customer impact

not just server impact

to deliver the best app experiences. Customers like The New York Times, Marriott, Masterclass, Home Depot, and Cameo love Embraces observability platform because it makes extremely complicated and voluminous data actionable. Our cultural values highlight how we seek to improve as individuals, team members, and a company each and every day./p/div