Senior Enterprise Account Executive

What the role needs

• Own the Enterprise Sales Cycle
• Run end-to-end sales cycles for new enterprise accounts — from outbound prospecting and inbound qualification through to commercial negotiation and close.
• Manage complex, multi-stakeholder deals across technical champions (SREs, DevOps engineers), economic buyers, and procurement — applying MEDDIC to drive rigorous qualification throughout.
• Develop and execute account plans for strategic targets, including stakeholder mapping, value proposition alignment, and competitive positioning.
• Accurately forecast your pipeline and maintain a healthy, documented book of business in HubSpot.
• Drive Expansion Within Existing Accounts
• Identify and execute upsell and cross-sell opportunities within the existing customer base — from open-source adoption to VictoriaMetrics Enterprise and VictoriaLogs.
• Partner with Customer Success to monitor account health, identify expansion signals, and ensure renewals are protected and grown.
• Build multi-threaded relationships within strategic accounts so that no deal is dependent on a single contact.
• Engage Technical Buyers with Credibility
• Understand VictoriaMetrics products deeply enough to hold substantive conversations with engineers about architecture, performance, and TCO.
• Articulate the value of the enterprise offering over the open-source product — not just through feature comparison, but through total cost of ownership, support, compliance, and scale arguments.

From the employer

About VictoriaMetrics We are the company behind the popular open-source, high-performance time-series database and monitoring solution: VictoriaMetrics. Fortune 500 companies rely on our products as their core monitoring infrastructure. Our technology is trusted by Adidas, Wix, Grammarly, CERN, and thousands of engineering teams worldwide. We are self-funded, profitable, and growing — which means every enterprise deal matters, and every salesperson has genuine leverage. There is no bureaucracy between you and the market. About the Opportunity After six years of strong growth in Europe and North America — driven primarily by inbound and community-led demand — we are now building the enterprise sales function that will take VictoriaMetrics to the next level. This is not a role for someone looking to work an existing playbook. We are looking for a Senior Enterprise AE who can navigate complex, technical sales cycles, build executive relationships, and close deals that matter. You will work closely with Sales leadership, Solutions Engineering, and Customer Success to move enterprise accounts from first conversation to signed contract — and then expand them. The role spans new logo acquisition and expansion within existing accounts, with a strong emphasis on the US market and growing coverage across Europe and APAC. Our buyers are engineers, SREs, DevOps leads, and infrastructure architects. They are sophisticated, skeptical of vendor hype, and deeply value technical credibility. If you enjoy selling to people who can tell when you don't know what you're talking about — and can hold your own in those conversations — this role is for you. Our Values We hire for a specific combination of traits. Our formula: Impact = Ownership × Quality × Creativity × Speed × Integrity Ownership - You act like a founder of the revenue engine — not a passenger. You own your pipeline, your accounts, and your results. Quality - You build durable customer relationships, not fragile wins. High standards in every proposal, conversation, and follow-up. Creativity - You find non-obvious paths to revenue. You adapt the playbook, or invent a new one, when the situation demands it. Speed - You test, learn, and iterate quickly. You move with urgency but not at the cost of accuracy or trust. I ntegrity - You do the right thing even when it costs you. You build trust with customers and colleagues — and you keep it. We are looking for someone who embodies these values — not as a performance in interviews, but as a genuine way of working. You will be evaluated on them throughout the hiring process and in performance reviews. What You Will Do Own the Enterprise Sales Cycle • Run end-to-end sales cycles for new enterprise accounts — from outbound prospecting and inbound qualification through to commercial negotiation and close. • Manage complex, multi-stakeholder deals across technical champions (SREs, DevOps engineers), economic buyers, and procurement — applying MEDDIC to drive rigorous qualification throughout. • Develop and execute account plans for strategic targets, including stakeholder mapping, value proposition alignment, and competitive positioning. • Accurately forecast your pipeline and maintain a healthy, documented book of business in HubSpot. Drive Expansion Within Existing Accounts • Identify and execute upsell and cross-sell opportunities within the existing customer base — from open-source adoption to VictoriaMetrics Enterprise and VictoriaLogs. • Partner with Customer Success to monitor account health, identify expansion signals, and ensure renewals are protected and grown. • Build multi-threaded relationships within strategic accounts so that no deal is dependent on a single contact. Engage Technical Buyers with Credibility • Understand VictoriaMetrics products deeply enough to hold substantive conversations with engineers about architecture, performance, and TCO. • Articulate the value of the enterprise offering over the open-source product — not just through feature comparison, but through total cost of ownership, support, compliance, and scale arguments. • Work with Solutions Engineering on technical evaluations, proof-of-concepts, and competitive bakeoffs. • Stay current on the observability and monitoring landscape — Prometheus, Grafana, Datadog, Elastic, and adjacent technologies — to position VictoriaMetrics with confidence. Contribute to the Go-To-Market System • Feed structured deal intelligence — objections, competitive dynamics, persona insights, pricing friction — back into Marketing, Product, and Sales leadership. • Collaborate with the BDR team on targeted account strategies and ensure smooth handoffs in both directions. • Contribute to playbook development, competitive battlecards, and sales enablement materials as the function matures. • Represent VictoriaMetrics at industry events, conferences, and customer meetings. About You Experience & Qualifications • 5+ years of B2B enterprise software sales, with a consistent track record of meeting or exceeding quota. • 3+ years selling open-source, open-core, or developer-first software — you understand how community adoption translates into commercial pipeline. • Experience managing complex, multi-stakeholder sales cycles with deal sizes of $100K+ ACV. • Proven ability to sell into DevOps, infrastructure, observability, or adjacent technical domains. • Proficiency with MEDDIC or a comparable enterprise qualification framework. • Hands-on with HubSpot or a comparable CRM; comfortable maintaining rigorous pipeline hygiene. • Fluent in English; additional European languages are a meaningful advantage. What Sets You Apart • Technically fluent: you can hold a substantive conversation with an SRE or infrastructure engineer without relying on a solutions engineer to translate. • Commercially sharp: you understand contract structure, pricing models (on-prem, SaaS, consumption), and how to navigate procurement without losing margin. • Strategically patient: you know when to push and when to wait. You build relationships that outlast individual deals. • Genuinely curious about the product: you have explored VictoriaMetrics, understand why engineers choose it, and can speak credibly about what it does and does not do. • Builder mindset: you are comfortable in an environment where not everything is defined. You contribute to the system, not just work within it. Together We Will • Build an enterprise sales motion that scales beyond inbound — and becomes a competitive advantage for VictoriaMetrics. • Close deals with engineering-led organisations that are building the infrastructure of tomorrow. • Develop a commercial approach to the open-source-to-enterprise journey that others in the industry will study. • Give you the autonomy, support, and tooling to do your best work — with competitive compensation, performance bonuses, flexible hours, and a remote-first culture built on trust. Please note: this position is designed for Independent Contractors with their own registered business entity