Enterprise Account Executive (EMEA) - Pulumi

We’re looking for 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.

Pulumi’s go-to-market motion is anchored in a strong open-source, product-led growth (PLG) foundation, paired with meaningful investment in customer engagement and support. This combination creates a highly productive funnel and a more efficient path to pipeline generation and deal conversion.

As an Enterprise Account Executive, you will own the full sales cycle—from prospecting through close and expansion. You’ll engage both new and existing customers, develop and progress opportunities, maintain accurate forecasts, and drive long-term account growth. We operate with a consultative sales approach: understanding customer challenges first, then aligning solutions to deliver measurable value.

While Pulumi is headquartered in Seattle, WA, we are dedicated to being a remote-first company. This role will be located remotely in London, supporting the EMEA region.

In This Job You Will:

• 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 strategic priorities.
• Orchestrate cross-functional account teams—including Customer Engineering, Professional Services, Marketing, and Product—to deliver tailored solutions and maximize customer value.
• Develop deep expertise in our 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.

To Be Successful In This Role, You Have:

• 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.
• 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 strong attention to detail.
• Customer-first mindset, committed to long-term success and value creation for clients.

Compensation & Benefits:

• Base Salary Hiring Range: £68,000 – £113,000 (OTE Range: £135,000 – £226,000)
• Incentive Pay: Eligible for uncapped incentive pay, which can exceed 100% of the offered On Target Earnings (OTE).
• Equity Ownership: All full-time employees receive stock equity.
• Healthcare Coverage: Regionally appropriate comprehensive coverage.
• Time Off: Unlimited PTO (minimum 3 weeks required annually) plus regional holidays.
• Parental Leave: 20 weeks paid leave for primary caregivers, 16 weeks for secondary caregivers.
• Remote-First Culture: Flexible work, asynchronous collaboration, and an annual work-from-anywhere stipend.
• Professional Development: Annual learning and development budget.
• Wellness & Connection: Monthly wellness fund and quarterly happiness fund for team connection.

About Pulumi

Pulumi is reimagining how teams build cloud software, enabling developers and infrastructure experts to work better together through a unique combination of programming languages, tools, and systems innovation. Founded in 2017, Pulumi now serves a global community of over 350,000 members and more than 3,250 customers worldwide.