Enterprise Account Executive – West (DevOps | DevSecOps | AI Software Delivery) – Expansion Role – Unicorn Company

Job Description

Join an established enterprise software company with a significant Fortune 100, Fortune 1000, and Global 2000 customer footprint as it enters a major new phase of growth around AI-powered software delivery.

With a new CEO, new CRO, evolving flagship platform, and newly developing GTM strategy, the company is combining the enterprise credibility of an established software business with the urgency and ownership mentality of a startup environment.

This is a true enterprise hunting opportunity for an Account Executive who wants to own a large Western U.S. territory, build net-new pipeline, break into complex enterprise organizations, and sell a highly technical solution into engineering and technology leadership.

In This Role, You Will:

• Own a Western U.S. enterprise territory focused heavily on net-new logo acquisition

• Build and develop pipeline across large enterprise accounts

• Prospect directly into strategic organizations while partnering with BDR resources to generate additional opportunities

• Develop relationships across CIO, CTO, Engineering, DevOps, Platform, Security, and other technical organizations

• Run sophisticated discovery conversations to uncover business and technical pain

• Multi-thread across technical evaluators, champions, executive buyers, procurement, security, and other stakeholders

• Translate technical challenges into measurable business outcomes and ROI

• Develop compelling business cases around productivity, governance, security, compliance, and software delivery

• Navigate technical evaluations and complex enterprise buying processes

• Manage opportunities through approximately 3 to 6-month sales cycles depending on deal size and complexity

• Create urgency and identify compelling events within large enterprise accounts

• Maintain disciplined qualification, forecasting, and opportunity management

• Operate with significant ownership over your territory rather than relying on a mature inbound lead engine

The Market Opportunity

AI is fundamentally changing software development.

As developers and AI agents create significantly more code, enterprises face a growing challenge around understanding what is being produced, how it is being tested, whether it is secure and compliant, and what ultimately gets released into production.

The company’s next-generation platform is designed to provide governance and orchestration across the software delivery lifecycle while working with the development tools enterprises already use.

For the right enterprise seller, this creates an opportunity to sell into a rapidly developing business problem rather than compete solely around traditional CI/CD functionality.

What Makes This Opportunity Unique?

• True net-new enterprise hunting opportunity

• Major Western U.S. territory with significant whitespace

• Established enterprise brand and customer footprint

• New AI-driven product and GTM strategy

• Opportunity to join while the North American sales organization is being rebuilt and expanded

• Significant autonomy to operate as the owner of your territory

• Existing leads and pipeline combined with the expectation that sellers can create their own opportunities

• Growing BDR organization supporting the AE team

• Exposure to sophisticated enterprise technology buyers

• Opportunity to develop into a larger and more strategic enterprise seller

• Uncapped earning potential and equity

Ideal Customers

Large enterprise organizations with sophisticated software development environments, particularly companies with:

• Large engineering and development organizations

• Complex DevOps or DevSecOps environments

• Hybrid technology stacks

• Significant security and governance requirements

• Regulated operating environments

• Large developer tooling ecosystems

• Growing adoption of AI-assisted software development

Typical stakeholders include CIOs, CTOs, CISOs, VPs of Engineering, Heads of Platform Engineering, DevOps and DevSecOps Leaders, Software Engineering Leaders, Enterprise Architects, Security Leaders, and technical evaluators.

Compensation & Territory

• Base Salary: $150K

• OTE: $300K

• Commission: Uncapped

• Equity: Yes

• New-Logo Quota: Approximately $650K

• Territory: Western U.S.

• Location: Remote with PST or Mountain Time strongly preferred

• Comprehensive benefits package

Hardest Part of the Role

This is not a role built around waiting for inbound opportunities or stepping into a fully mature enterprise sales machine.

The company describes the current environment as operating with a startup mentality. Success requires a seller who is comfortable creating pipeline, working through ambiguity, solving problems independently, and taking ownership of a territory.

 

The product is also highly technical. Top performers must be able to engage credibly with engineering and technology leaders while moving conversations beyond features and into business value, risk, productivity, governance, and ROI.