Enterprise Account Executive (EMEA)

The role

You will own the full sales cycle from prospecting through close and expansion to help organizations adopt Pulumi's modern infrastructure platform. You will engage new and existing customers, lead executive-level conversations, and orchestrate cross-functional teams to deliver solutions.

What you will do

• Own and close complex enterprise deals to exceed monthly, quarterly, and annual bookings goals.
• Proactively build and manage a robust pipeline by engaging target accounts and converting inbound opportunities.
• Lead executive-level conversations with CIOs, CTOs, and business leaders.
• Orchestrate cross-functional account teams including Customer Engineering, Professional Services, Marketing and Product.
• Develop expertise in the platform and competitive landscape to position value.
• Drive continuous improvement by refining sales strategies, tools, and processes.

Required qualifications

• 6+ years of quota-carrying enterprise sales experience.
• 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 technical and non-technical stakeholders.
• Deep expertise in modern sales methodologies (e.g., MEDDICC, Challenger, SPIN).
• Track record of disciplined, process-driven pipeline management.
• Experience selling SaaS, infrastructure software, DevOps, or open source technologies.
• Ability to establish credibility with both developers and executive leadership.
• Strong time and resource management skills with a structured, strategic approach.
• Effective communicator in written, verbal, and presentation formats.

Benefits

• Base salary, bonus or variable, equity and benefits.
• Uncapped incentive pay.
• Regionally appropriate healthcare coverage.
• Unlimited PTO policy with a requirement to take at least three weeks off annually.
• 13 U.S. holidays.
• 401(k) with employer match for U.S. employees.
• 20 weeks of paid leave for birthing parents or primary caregivers.
• 16 weeks of paid leave for non-birthing parents or secondary caregivers.
• Remote-first culture with an annual work from anywhere stipend.
• Annual learning and development budget.
• Equity ownership.
• Monthly wellness fund and quarterly happiness fund.

About the company

Pulumi is reimagining how teams build cloud software through a combination of programming languages, tools, and systems innovation. Founded in 2017, it has a global community of more than 350,000 members and serves over 3,250 customers.