Enterprise Account Executive (Remote)

At Imply, our mission is to empower people and organizations to achieve more with their data. We believe that better insights lead to better decisions, and that the right technology can remove barriers, spark innovation and create lasting impact. In addition to our successful database business, we’re building the industry’s first observability warehouse, Imply Lumi. Built by the creators of Apache Druid, Lumi lets organizations store more data, support more use cases and spend less for observability. Imply Lumi is a high-performance, cost-efficient data layer built to decouple existing observability tools with zero disruption.

In this role, you will help redefine what is possible with observability and security data. As part of the Sales team, you will play an important role in bringing Imply Lumi to life. Lumi delivers lightning fast queries, significant cost savings and seamless integration with leading observability technologies while giving customers the freedom to innovate without vendor lock-in. You will partner closely with customers to understand their challenges, design tailored solutions and demonstrate how Lumi can unlock new levels of speed, scale and value from their data.

Backed by leading investors including a16z and Bessemer Venture Partners, Imply is on a fast growth trajectory, transforming how organizations manage and gain insights from their observability and security data. Our customers, including Pepsi, Reddit, Roblox, Salesforce, and others, rely on our technology to power faster decisions, reduce costs, and unlock new possibilities. Come join a team of innovators and problem-solvers who are reshaping the future of data!

The Role:

The Enterprise Account Executive role is a territorial sales position responsible for bringing Imply Lumi to organizations across Japan. The ideal candidate is highly motivated, self-starting, proactive, detail-oriented, and process-driven (MEDDICC), with a strategic approach to every customer engagement. They bring a proven track record of achieving new customer objectives and meeting or exceeding revenue targets.

This person is comfortable selling innovative solutions from a fast-moving startup environment to CxO, VP, and Director-level leaders within IT organizations. They tailor solutions to each customer’s unique business needs, integrating Imply’s technology in ways that create clear value and stand out from the competition.

Key responsibilities include running the territory with an ownership mindset; building and managing a strong pipeline; cultivating champions; leading impactful presentations; and responding quickly to technical questions. Partnering closely with a Customer Architect (pre-sales), you will ensure an excellent customer experience throughout the entire sales process.

Responsibilities:

• Develop and execute a territory plan to generate revenue and acquire new customers
• Build and maintain strong executive-level relationships to expand engagement across organizations
• Lead impactful presentations and product demonstrations in partnership with Customer Architects
• Consult with prospects to understand their specific needs, recommend solutions, prepare/present proposals, and drive contracts to execution
• Demonstrate a clear understanding of client requirements around infrastructure, data, and observability, and how the Imply Lumi solution addresses those needs
• Identify compelling business drivers for prospects and persuasively articulate how Imply delivers superior value compared to alternatives
• Navigate enterprise budgeting and purchasing processes with knowledge of recommender and decision-maker roles to progress opportunities from discovery through close
• Consistently achieve or exceed individual activity and revenue targets set by the company
• Accurately log sales activity (prospecting, opportunities, revenue, next steps) in Salesforce and related tools
• Stay current on industry developments, trends, and best practices by attending sales seminars, team meetings, and educational activities
• Maintain up-to-date knowledge of Imply products, pricing, and contract terms
• Travel as required to engage with prospects and customers face-to-face (approximately 25% travel, subject to conditions)

Requirements:

• 4+ years of direct quota-carrying experience selling enterprise solutions, ideally in the Observability ecosystem
• Strong understanding of the observability ecosystem and how to build networks within it
• Proven history of exceeding quota, acquiring new logos, and uncovering new business opportunities within accounts
• Experience leading full sales cycles with emerging technologies, including evaluations, proof-of-concepts, and product demonstrations
• Demonstrated success in building strong business relationships across all levels of enterprise organizations; brings a proactive, hunter-oriented mindset balanced with collaborationSkilled in delivering compelling online sales presentations and product demonstrations
• Strong focus on business outcomes, with the technical aptitude and collaborative approach to work cross-functionally with customers and internal teams

Bonus Points:

• Experience in hyper growth organizations
• Experience selling into large enterprise businesses

Individual compensation will be determined based on the candidate's experience and qualifications aligned with Imply’s internal leveling guidelines and benchmarks. The below range encompasses roles with on target earnings. This role is also eligible to participate in Imply’s equity plan subject to the terms of the applicable plans and policies.

Don’t meet every single requirement? Studies have shown that certain minority groups are less likely to apply to jobs unless they meet every qualification. At Imply, we are dedicated to building a diverse, inclusive and authentic workplace. If you’re excited about this role but your past experience doesn’t align perfectly with every qualification in the job description, we encourage you to apply anyways. You may be just the right candidate for this or for other roles in the future.

Imply is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, color, gender identity or expression, marital status, national origin, disability, protected veteran status, race, religion, pregnancy, sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances.

Please note, applications and candidate submissions are subject to our privacy policy and, for California residents, the CCPA terms available at https://imply.io/privacy.

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