Account Executive

Accountabilities

• Build, manage, and grow a European sales pipeline targeting enterprise infrastructure teams, cloud and hosting providers, and high-growth AI and developer technology companies.

• Own the full sales cycle, from identifying and qualifying prospects to conducting discovery calls, coordinating technical evaluations, negotiating commercial terms, and securing signed contracts.

• Develop and execute targeted outbound strategies in collaboration with go-to-market engineers, identifying priority accounts, key decision-makers, and effective messaging to generate qualified opportunities.

• Lead customer conversations and engage economic buyers early, building relationships with CTOs, platform engineering leaders, security teams, procurement professionals, and other stakeholders involved in complex purchasing decisions.

• Coordinate product demonstrations, technical deep dives, and proof-of-concept or pilot programs alongside founders and field engineers to demonstrate product value and accelerate customer adoption.

• Translate technical capabilities into clear business outcomes, showing customers how lightweight microvirtual machines can improve workload isolation, infrastructure utilization, security, and deployment speed.

• Apply structured qualification methodologies, including MEDDPICC, to assess deal quality, understand decision-making processes, identify risks, and convert successful pilots into long-term production commitments.

• Develop commercial proposals tailored to customer requirements, including usage-based pricing, minimum commitments, dedicated deployments, and bring-your-own-cloud arrangements.

• Identify opportunities for account expansion by working closely with field engineers and existing customers to understand evolving infrastructure needs and increase adoption.

• Represent the business at industry conferences, cloud-native events, AI infrastructure gatherings, and regional meetups, building relationships and converting networking opportunities into qualified pipeline.

• Collaborate with go-to-market engineers to develop creative prospecting campaigns, improve sales automation, and refine outreach strategies based on market feedback and campaign performance.

• Contribute to the development and continuous improvement of the sales playbook, sharing insights on customer needs, competitive positioning, objections, and emerging market trends with the founding team and product organization.

• Maintain accurate records in HubSpot, manage pipeline reporting, and provide reliable forecasts to support business planning and sales execution.

• Support opportunities across the United States when needed, coordinating with the wider team and accommodating regular calls during European evening hours.

• Help shape the future sales organization by establishing repeatable processes, sharing best practices, and contributing to the onboarding and development of future sales hires.

Requirements:

• At least 4 years of experience in quota-carrying sales or closing roles, selling technical products to engineering-oriented buyers.

• Proven experience selling technical solutions, ideally within cloud infrastructure, DevOps, developer tooling, virtualization, serverless computing, or related technology markets.

• Demonstrated ability to build a sales pipeline from scratch through outbound prospecting, account research, networking, and targeted engagement strategies.

• Strong understanding of effective outbound sales practices, with the ability to develop compelling messaging, prioritize accounts, and guide others in improving prospecting performance.

• Experience managing complex, multi-stakeholder sales cycles involving technical evaluations, proof-of-concept programs, and extended decision-making processes.

• Ability to engage confidently with technical and economic buyers, including CTOs, platform engineering leaders, security stakeholders, procurement teams, and legal departments.

• Sufficient technical knowledge to discuss virtualization, containers, Kubernetes, cloud infrastructure, and related technologies credibly with engineering teams, combined with the curiosity and motivation to deepen your expertise.

• Experience converting pilots, proofs of concept, or technical evaluations into signed commercial agreements.

• Familiarity with usage-based pricing, consumption-based business models, minimum commitments, or other flexible commercial structures.

• Strong prospecting, negotiation, presentation, and relationship-building skills, with the ability to make customers feel comfortable while maintaining a rigorous, analytical approach to sales.

• Excellent spoken and written English, with additional languages considered an advantage.

• A high degree of ownership, initiative, adaptability, and learning agility, with the ability to identify problems, take action independently, and continuously improve how work gets done.

• Strong analytical skills and a data-driven approach to pipeline management, deal qualification, forecasting, and sales performance.

• Willingness to attend industry events, travel regularly to customers across Europe, and occasionally travel to the United States.

• Availability to work remotely from a European location within approximately two hours of Central European Time (CET), with flexibility to accommodate regular calls during US business hours.

Nice to have:

• Experience using AI tools to research accounts, personalize outreach, generate pipeline, automate sales workflows, and improve deal execution.

• Familiarity with HubSpot or comparable CRM and sales pipeline management platforms.

• A degree in computer science, engineering, or another technical discipline.

• Previous experience selling compute infrastructure, serverless platforms, sandboxing technologies, databases, Kubernetes tooling, or related developer infrastructure products.

• Knowledge of the competitive landscape across cloud infrastructure and developer platforms, including solutions such as Modal, E2B, Daytona, Fly.io, Northflank, Vercel, and Firecracker-based platforms.

• An established network among European platform engineering teams, cloud providers, systems integrators, or infrastructure decision-makers.

• Experience working with channel partners, resellers, cloud providers, or systems integrators to develop and close opportunities.

• Previous experience as an early sales hire at a startup, with an appreciation for the ownership, pace, and adaptability required to build a sales function from an early stage.

Benefits:

• Competitive base salary with uncapped commission, providing significant earning potential tied to sales performance.

• Meaningful equity participation, allowing you to share in the long-term growth of the business.

• Fully remote working environment within Europe, with a preferred time zone of CET ±2 hours.

• Direct access to the founding team, including hands-on coaching, technical support during sales conversations, and guidance on complex deals.

• Opportunity to join an early-stage sales team and help shape the commercial strategy, sales playbook, and future structure of the organization.

• The chance to sell an established technology already used in production by enterprise customers, with additional opportunities progressing through the pipeline.

• Exposure to fast-growing markets spanning AI infrastructure, cloud computing, serverless workloads, secure sandboxing, and developer platforms.

• Close collaboration with technical experts and go-to-market engineers, providing opportunities to deepen your technical knowledge and improve sales effectiveness.

• Regular opportunities to attend leading industry conferences, cloud-native events, AI infrastructure gatherings, and customer meetings across Europe, with occasional travel to the United States.

• A fast-paced, entrepreneurial environment that rewards initiative, experimentation, continuous learning, and measurable impact.

• The opportunity to make a meaningful contribution to the company's growth during a pivotal stage of its development.