Enterprise Account Executive (EMEA)

Pulumi is seeking a driven Enterprise Account Executive to help organizations adopt Pulumi's modern infrastructure platform, enabling teams to build, deploy, and manage cloud infrastructure using the full power of software engineering. The role owns the full sales cycle from prospecting through close and expansion, engaging both new and existing customers. This role will be located remotely in London, supporting the EMEA region.

Responsibilities

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 solutions to their strategic priorities; Orchestrate cross-functional account teams (Customer Engineering, Professional Services, Marketing and Product) to deliver tailored solutions and maximize customer value; Develop deep expertise in the 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

Requirements

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

Benefits

Comprehensive medical, dental, vision, and supplemental insurance for U.S. employees, with regionally appropriate healthcare coverage internationally; Unlimited PTO policy with at least three weeks off annually and 13 U.S. holidays; 401(k) with employer match for U.S. employees; 20 weeks paid parental leave for birthing parents or primary caregivers and 16 weeks for non-birthing parents or secondary caregivers; Annual 'work from anywhere' stipend; Annual learning and development budget; Equity for all employees; Monthly wellness fund; Quarterly happiness fund; Uncapped incentive pay for Sales Account Executive roles, which can exceed 100% of On Target Earnings