Account Executive, Digital Native - StreamNative

StreamNative, founded by the creators of Apache Pulsar, is redefining real-time data streaming. Our platform empowers organizations to process and analyze massive data streams at scale with unparalleled efficiency. At its core is the URSA engine, which seamlessly integrates Apache Pulsar and Apache Kafka, delivering unmatched compatibility and performance. By simplifying deployments and enabling direct integration with modern lakehouse architectures, URSA helps businesses innovate faster and more effectively.

About the Role

As an Account Executive, Digital Native, you will sell StreamNative to cloud-native, high-growth technology companies whose engineering teams move fast and choose their own tools. You will open new accounts through outbound prospecting, run the full sales cycle with a pre-sales engineer, and close cloud contracts that start small and grow with usage. This is a hunter role with a high pace of deals, built for someone who likes talking to developers and data engineers as much as to the budget owner.

What You'll Do

Build Pipeline

• Prospect into named accounts using outbound email, calls, social, and events, working with Marketing on account-based campaigns.
• Qualify inbound and outbound leads and turn them into a steady flow of early-stage opportunities.
• Build relationships from the technical user up to the economic buyer, identifying decision-makers and processes.

Run the Sale

• Own deals from first meeting to signed contract, working with Sales Engineers on discovery, demos, and proofs of concept.
• Match StreamNative to each customer's use case, such as real-time data pipelines, event-driven applications, and agent workloads.
• Negotiate cloud contracts and close, bringing in senior sales leadership or deal desk when a deal calls for it.
• Aim for a typical deal size of $40k–$60k and a sales cycle of 2–3 months.

Keep the Machine Running

• Forecast accurately and keep CRM data clean.
• Share insights regarding messaging, objections, and competitors with Marketing and Product.
• Hand off won accounts to Customer Experience for renewals, while looking for opportunities to expand into other teams or divisions.

What You Bring

• 3+ years of quota-carrying experience in B2B SaaS or infrastructure software (as a closing AE or SDR/BDR transitioned into closing).
• A proven record of outbound success, with clear strategies across sequences, channels, and targeted accounts.
• Experience managing small and mid-sized sales cycles with limited support.
• Strong communication skills with both technical and business buyers.
• Working knowledge of CRM and prospecting tools such as HubSpot, Sales Navigator, ZoomInfo, or Gong.
• Technical curiosity to explain what a streaming platform does and why developers choose it.
• Ability to travel up to 15% for industry events and customer meetings.

How You Work

• Self-starter who plans daily outreach proactively.
• Committed to consistent follow-up and learning from every call and deal.
• Comfortable engaging with developers and engineering managers to understand what they are building.
• Open to working across time zones when required by customers or teammates.

Nice to Have

• Experience selling to technical buyers such as developers, data engineers, or platform teams.
• Familiarity with account-based marketing and coordinated outbound strategies.
• Experience with cloud-native, open-source, or event-streaming products.
• Startup or fast-paced, resource-constrained environment experience.
• Sales methodology training such as MEDDPICC or Challenger.

Compensation

• Base Salary Range (Remote West Coast): $79,000 – $115,000 USD