Enterprise Account Executive (New York)

We are looking for a passionate Enterprise Account Executive to bring Pulumi’s cloud engineering products to the world. You will be part of realizing a vision where every developer can program the cloud.

Pulumi has strong GTM momentum driven by our open-source adoption and product-led growth, paired with a high-touch enterprise sales motion. We invest deeply in customer engagement, technical support, and partner enablement, creating a healthy and efficient funnel for our Account Executives. As an Enterprise Account Executive, you’ll own a territory of high-potential accounts, build and convert pipeline through a mix of outbound and inbound strategies, and close multi-year platform deals with engineering and executive stakeholders. You will manage the full sales cycle—prospecting, discovery, evaluation, negotiation, and growth—while maintaining accurate forecasts and account plans. We take a consultative, value-based approach, and your ability to uncover business pain and align Pulumi’s platform to customer outcomes will be key to your success.

Most importantly, at Pulumi you will be challenged, grow, and collaborate with a fun team that’s building an amazing culture together.

While Pulumi is headquartered in Seattle, WA, we are dedicated to being a remote-first company. This role will be located remotely in New York City, NY. 

• Own and close complex enterprise deals to consistently exceed monthly, quarterly, and annual bookings goals.
• Proactively build and manage a robust pipeline by engaging target accounts and converting high-quality inbound opportunities.
• Lead executive-level conversations with CIOs, CTOs, and business leaders, uncovering critical initiatives and aligning our solutions to their strategic priorities.
• Orchestrate cross-functional account teams—including Customer Engineering, Professional Services, Marketing, and Product—to deliver tailored solutions and maximize customer value.
• Develop deep expertise in our platform and competitive landscape to effectively position differentiated value in the market.
• Drive continuous improvement by refining sales strategies, tools, and processes to accelerate growth.

• 6+ years of quota-carrying enterprise sales experience, consistently exceeding targets in competitive, fast-paced markets.
• Proven ability to lead complex sales cycles, build business champions, and drive executive-level engagement.
• Expertise in articulating the business value of complex technology solutions to both technical and non-technical stakeholders.
• Deep expertise in modern sales methodologies (e.g., MEDDICC, Challenger, SPIN) and a track record of disciplined, process-driven pipeline management.
• Experience selling SaaS, infrastructure software, DevOps, or open-source technologies.
• Proven ability to establish credibility with both developers and executive leadership, driving alignment and buy-in across technical and business stakeholders.
• Strong time and resource management skills with a structured, strategic approach to qualifying and closing opportunities.
• Relentless drive to win: competitive, growth-oriented, and passionate about building business in a high-momentum market.
• Effective communicator—written, verbal, and presentation—with attention to detail and a focus on leading customers toward next steps in complex sales cycles.
• Customer-first mindset, with a commitment to long-term success and value creation for clients.

• Base Salary Hiring Range: $90,000 - $150,000 (OTE Range: $180,000 - $300,000)
• All full-time employee offers at Pulumi include base salary, bonus or variable, equity, and benefits (details below). 
• Sales Account Executive roles are also eligible for uncapped incentive pay, which can exceed 100% of the offered On Target Earnings (OTE) depending on quota attainment.