Enterprise Account Executive

Location: Remote (US East Coast) Reports to: Head of Sales About Kestra Kestra is the universal orchestration platform — open source, API-first, and built to orchestrate everything: data pipelines, IT automation, business workflows, and AI/agentic systems. Close to 30,000 GitHub stars. Over 10,000 organizations running Kestra worldwide. Mission-critical workloads at JPMorgan Chase, Bloomberg, Apple, BHP, and Crédit Agricole. Two billion workflows executed in 2025 alone. We just closed a $25M Series A led by RTP Global ($36M total raised). We're building the Orchestration Control Plane of the AI Era — and we need someone on the ground in the US to turn open-source traction into enterprise revenue. The Role This is a hunter role. You'll own the full enterprise sales cycle on the US East Coast — from sourcing and qualifying opportunities to running complex, multi-stakeholder deals through to close. Your territory covers some of the largest financial services, healthcare, and technology organizations in the world. You won't be handed a playbook. You'll build one. This is our first dedicated enterprise AE in the region, and we need someone who thrives in that kind of environment — high autonomy, direct access to founders, and real impact on how we go to market in the US. A significant part of your pipeline will come from Kestra's open-source community: engineering teams already using the product in production. You'll turn that organic adoption into commercial relationships at the enterprise level. What You'll Do Own the full sales cycle for enterprise accounts on the US East Coast, from first touch to signed contract. Typical deal sizes: $50K–$500K+ ARR. Build pipeline through a mix of outbound prospecting, inbound leads, partner referrals, and community-sourced opportunities from Kestra's open-source user base. Run discovery and demos in partnership with Solution Engineers. Lead commercial negotiations with both technical and business stakeholders — VPs of Engineering, Heads of Data, Platform leads, and occasionally C-suite. Develop account strategies for target organizations: map buying committees, identify champions, understand procurement workflows, and navigate complex enterprise decision-making. Collaborate cross-functionally with Solution Engineers, Developer Advocates, Marketing, and Product to sharpen messaging, surface product feedback, and align on what Kestra delivers in practice. Maintain forecasting discipline. Accurate pipeline reporting, clean CRM, no surprises. What We're Looking For 5+ years of B2B enterprise software sales experience , closing deals in the $50K–$500K+ range with complex buying committees. Proven quota attainment. You've been a top performer — top 10-20% of your sales org — and can show a consistent track record of hitting or exceeding targets. Experience selling to technical buyers : engineering leaders, platform teams, data teams, DevOps/infrastructure teams. You earn credibility in technical conversations. You don't need to write YAML, but you need to understand why someone would. Hunter DNA. You've built pipeline from scratch, not just worked inbound. Outbound prospecting is part of how you operate, not something you tolerate. Comfortable in a startup environment with minimal structure. You build your own playbook, define your own territory strategy, and move fast without waiting for permission. Strong communicator who can translate deep technical capabilities into business value for different audiences — from a Staff Engineer evaluating orchestration tools to a VP making a platform bet. Bonus Points Experience selling open-source or developer-focused products where community adoption drives commercial conversion (PLG/open-core models). Familiarity with orchestration, workflow automation, data engineering, or infrastructure tooling — you understand the ecosystem Kestra competes in. Past experience at a Series A–C stage company where you helped define and scale the sales motion. Understanding of land-and-expand sales strategies and usage-based or consumption-based pricing models. Existing network of enterprise contacts in financial services, healthcare, or technology on the US East Coast. What You Get Real ownership in a globally distributed, high-caliber technical team. This isn't a cog-in-the-machine role. Direct access to founders and influence on product strategy, go-to-market approach, and company priorities. A product that sells itself — Kestra is already running mission-critical workloads at Fortune 500 companies. You're not selling vaporware. Competitive compensation : strong base + uncapped commission + equity. Health insurance, flexible PTO, and remote-first culture.