Job description

ABOUT US OpenObserve is a fast-growing, developer-forward observability platform built for modern, high-scale systems. We help engineering teams ship faster and sleep better by making logs, metrics, and traces simpler, faster, and far more cost-efficient. A cloud-native architecture and smart indexing deliver real-time insight without the usual complexity or runaway costs. We're backed by Nexus Venture Partners and Dell Technologies Capital. The open-source project has more than 22K GitHub stars and 10K active deployments, and our customers include some of the largest engineering organizations in the world. They choose OpenObserve to unify observability, cut spend, and speed up incident response. Our culture is product-obsessed, customer-driven, and high ownership. We move quickly, value clarity, and give people room to take big swings. ABOUT THE ROLE Reporting directly to the Chief Revenue Officer, this is a new-logo enterprise role. You'll own a territory of large accounts that have never bought from OpenObserve and turn them into customers. Deals run from five to six figures in ARR, with multiple stakeholders, a security review, and a real procurement process. Most of your target accounts already pay Datadog, Splunk, or Elastic more than they want to. Many already have engineers running our open-source version. Your job is to find the entry point, build the business case, and get the first contract signed. This is a hunting role, not account management. You'll source most of your own pipeline, run your own deals, and help write the enterprise playbook as you go. Target quota: $1M–$1.2M ARR in new-logo bookings. OTE: $220K–$280K (50/50 split), plus equity. WHAT YOU'LL OWN - Territory and account planning: Own a defined territory of enterprise accounts. Prioritize by observability spend, incumbent renewal dates, and existing open-source usage, and keep a written plan for your top accounts. - Pipeline generation: Source the majority of your own pipeline through executive outreach, events, community, and partners. Work with our SDR team on account-based plays instead of waiting for inbound. - Multi-threaded selling: Build relationships at every level of the account, from the engineers running the stack to the VP of Infrastructure, CTO, and CIO. Find the champion and the economic buyer, and keep both engaged. - Full-cycle ownership: Run the deal from first meeting through technical discovery, POC, security review, procurement, legal, and close. You lead the deal team: solutions engineering, executive sponsors, and legal. - Competitive displacement: Win accounts running Datadog, Splunk, or Elastic. Time your approach to their renewal, and sell a phased migration the customer's team believes they can execute. - Business case: Turn OpenObserve's cost and performance advantages into TCO and ROI models that hold up in front of finance and procurement. - Land with a path to expand: Size the first contract to win, whether that's one team, one use case, or one region, and set up the account for growth. - Forecasting: Qualify with MEDDPICC and keep pipeline and forecast accurate in HubSpot. Enterprise cycles are long, so we need to trust your numbers a quarter out. - Market feedback: Bring what you hear from enterprise buyers back to product, marketing, and leadership to sharpen positioning and roadmap. WE'RE LOOKING FOR SOMEONE WHO This role isn't for someone who needs a big brand and a full inbound funnel behind them. We want a seller who can walk into a large account cold, work out who matters and why they'd move, and build a deal from nothing. The best enterprise reps we've seen are part strategist, part storyteller, part problem-solver. - Has 4+ years of full-cycle B2B software sales experience, including 2+ years closing new logos in enterprise accounts. - Has a track record of hitting or exceeding quota over several years, with specific new-logo wins you can walk us through: how you got in, who you sold to, and what almost killed the deal. - Has sold devtools, infrastructure, cloud, or observability into engineering and platform organizations and engineering leaders. - Knows how to run a multi-stakeholder deal, including security reviews, procurement, and legal redlines, without losing momentum. - Is a self-starter and skilled prospector who builds pipeline from scratch and doesn't depend on inbound volume to hit quota. - Understands the technical landscape. You don't need to write code, but you can hold your own in a conversation about Kubernetes, cloud costs, log pipelines, and monitoring architecture. - Communicates clearly with executives. You're as comfortable presenting a cost model to a CIO or CFO as you are whiteboarding with an SRE lead. - Is sharp and intellectually curious. You study your accounts deeply, ask better questions than most, and can tell when a deal is real and when you're being strung along. - Thrives in early-stage environments. You're comfortable with ambiguity and energized by building process where none exists. - Track record of selling value. WHAT WE OFFER - Impact: An early seat on the enterprise team, with direct access to the CRO and real influence on how we sell to large accounts. - Compensation: $250K–$300K OTE, uncapped commission, and meaningful equity. - Support: Solutions engineering on every evaluation, and founders and executives who will show up in your deals. - Product: An open-source-rooted product with clear technical differentiation and customers who love it. You'll be selling something you can be proud of. - Benefits: Full benefits, flexible schedule, and unlimited PTO. - Growth: Paths to strategic accounts or to leading the enterprise team as we scale. LOCATION Remote, United States. Timezone overlap for core collaboration hours required. Expect to be in front of customers regularly, with travel around 25% of the time for customer meetings, events, and team offsites.

Requirements

Must-haves

This is a hunting role, not account management. You'll source most of your own pipeline, run your own deals, and help write the enterprise playbook as you go.
Target quota: $1M–$1.2M ARR in new-logo bookings. OTE: $220K–$280K (50/50 split), plus equity.
Territory and account planning: Own a defined territory of enterprise accounts. Prioritize by observability spend, incumbent renewal dates, and existing open-source usage, and keep a written plan for your top accounts.
Pipeline generation: Source the majority of your own pipeline through executive outreach, events, community, and partners. Work with our SDR team on account-based plays instead of waiting for inbound.
Multi-threaded selling: Build relationships at every level of the account, from the engineers running the stack to the VP of Infrastructure, CTO, and CIO. Find the champion and the economic buyer, and keep both engaged.
Full-cycle ownership: Run the deal from first meeting through technical discovery, POC, security review, procurement, legal, and close. You lead the deal team: solutions engineering, executive sponsors, and legal.
Competitive displacement: Win accounts running Datadog, Splunk, or Elastic. Time your approach to their renewal, and sell a phased migration the customer's team believes they can execute.
Business case: Turn OpenObserve's cost and performance advantages into TCO and ROI models that hold up in front of finance and procurement.
Land with a path to expand: Size the first contract to win, whether that's one team, one use case, or one region, and set up the account for growth.
Forecasting: Qualify with MEDDPICC and keep pipeline and forecast accurate in HubSpot. Enterprise cycles are long, so we need to trust your numbers a quarter out.
Market feedback: Bring what you hear from enterprise buyers back to product, marketing, and leadership to sharpen positioning and roadmap.
Has 4+ years of full-cycle B2B software sales experience, including 2+ years closing new logos in enterprise accounts.
Has a track record of hitting or exceeding quota over several years, with specific new-logo wins you can walk us through: how you got in, who you sold to, and what almost killed the deal.
Has sold devtools, infrastructure, cloud, or observability into engineering and platform organizations and engineering leaders.
Knows how to run a multi-stakeholder deal, including security reviews, procurement, and legal redlines, without losing momentum.
Is a self-starter and skilled prospector who builds pipeline from scratch and doesn't depend on inbound volume to hit quota.
Understands the technical landscape. You don't need to write code, but you can hold your own in a conversation about Kubernetes, cloud costs, log pipelines, and monitoring architecture.
Communicates clearly with executives. You're as comfortable presenting a cost model to a CIO or CFO as you are whiteboarding with an SRE lead.
Is sharp and intellectually curious. You study your accounts deeply, ask better questions than most, and can tell when a deal is real and when you're being strung along.
Thrives in early-stage environments. You're comfortable with ambiguity and energized by building process where none exists.
Track record of selling value.
Remote, United States. Timezone overlap for core collaboration hours required. Expect to be in front of customers regularly, with travel around 25% of the time for customer meetings, events, and team offsites.

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gokubernetes

Platform: ashby
Effort: quick

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