Senior Account Executive

Ockam empowers builders with simple tools so they can create applications that Trust Data-in-Motion. We’re one of the fastest growing open source projects on GitHub today and we’re backed by investors such as Craft Ventures, Future Ventures, SineWave Ventures, OCV and Okta Ventures, among others. 
We’re a small, efficient, and effective team and we’re just taking our first steps towards commercialization of our open source project. Which means you’ll be an early and essential part of driving revenue growth.
To hit our ambitious goals you’ll own deals from start to finish. This includes qualifying inbound leads and strategically prospecting into target accounts. You’ll be managing multiple deals, navigating org structures, and showing the possibility, value, and impact of Ockam.

What you’ll do

• Identify and qualify leads and develop them into valuable opportunities.
• Develop account strategies and action plans to achieve sales targets and exceed customer expectations.
• Build relationships with our prospects and customers, including executives in your accounts, to help understand their needs and simplify closing a deal.
• Close deals efficiently: Increasing our ACV and embracing continuous improvement to compress our sales cycles.
• Keep our CRM up to date (customer info, deal size, deal status), so we can forecast and improve our sales process.
• Perform demos, have sales meetings with prospect accounts, and maximize revenue opportunities within your assigned accounts.

What you’ll bring

• You don’t need to tick every box, but obviously the more you tick the better. This is a role on our sales team, your first job is to sell yourself 😉
• 8+ years in a similar role, including experience at a Series A or Series B startup.
• A track record of success in consistently building a pipeline of >$100K ACV opportunities, and hitting your number.
• A list of existing relationships to help fill that pipeline so you hit the ground running.
• An outcome/solution-based approach to selling and the ability to manage a sales process.
• Excellent presentation and listening skills, organization, and contact management capabilities.
• Strong technical aptitude, a hands-on approach to learning technical concepts, and leading technical discussions internally and externally with stakeholders of all levels. Experience writing code or managing cloud infrastructure would be advantageous.
• Ownership, action, and continuous improvement: You understand which challenges you need to overcome and which ones should embrace as constraints. You’ll regularly, and proactively, identify where improvements can be made to ensure we get the desired results.
• Previous experience selling developer tools, cloud infrastructure, or security products.
• Experience selling open source/core products.
• Familiarity with CRM tools and the ability to create and report on sales pipelines.
• Ability to thrive in a fast-paced, dynamic environment and adapt to evolving client needs.
• Self-motivated, proactive, and capable of working independently as well as part of a team.

You must be a US Citizen and live in the USA to be considered for this role.
Ockam is a distributed, remote-first team with a headquarters in San Francisco California.
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