Enterprise Account Executive

Location: Remote (US East Coast) ABOUT KESTRA Kestra is the universal orchestration platform — open source, API-first, and built to orchestrate everything: data pipelines, IT automation, business workflows, and AI/agentic systems. Close to 30,000 GitHub stars. Over 10,000 organizations running Kestra worldwide. Mission-critical workloads at JPMorgan Chase, Bloomberg, Apple, BHP, and Crédit Agricole. Two billion workflows executed in 2025 alone. We just closed a $25M Series A led by RTP Global ($36M total raised). We're building the Orchestration Control Plane of the AI Era — and we need someone on the ground in the US to turn open-source traction into enterprise revenue. THE ROLE This is a hunter role. You'll own the full enterprise sales cycle on the US East Coast — from sourcing and qualifying opportunities to running complex, multi-stakeholder deals through to close. Your territory covers some of the largest financial services, healthcare, and technology organizations in the world. You won't be handed a playbook. You'll build one. This is our first dedicated enterprise AE in the region, and we need someone who thrives in that kind of environment — high autonomy, direct access to founders, and real impact on how we go to market in the US. A significant part of your pipeline will come from Kestra's open-source community: engineering teams already using the product in production. You'll turn that organic adoption into commercial relationships at the enterprise level. WHAT YOU'LL DO - Own the full sales cycle for enterprise accounts on the US East Coast, from first touch to signed contract. Typical deal sizes: $50K–$500K+ ARR. - Build pipeline through a mix of outbound prospecting, inbound leads, partner referrals, and community-sourced opportunities from Kestra's open-source user base. - Run discovery and demos in partnership with Solution Engineers. Lead commercial negotiations with both technical and business stakeholders — VPs of Engineering, Heads of Data, Platform leads, and occasionally C-suite. - Develop account strategies for target organizations: map buying committees, identify champions, understand procurement workflows, and navigate complex enterprise decision-making. - Collaborate cross-functionally with Solution Engineers, Developer Advocates, Marketing, and Product to sharpen messaging, surface product feedback, and align on what Kestra delivers in practice. - Maintain forecasting discipline. Accurate pipeline reporting, clean CRM, no surprises. WHAT WE'RE LOOKING FOR - 5+ years of B2B enterprise software sales experience, closing deals in the $50K–$500K+ range with complex buying committees. - Proven quota attainment. You've been a top performer — top 10-20% of your sales org — and can show a consistent track record of hitting or exceeding targets. - Experience selling to technical buyers: engineering leaders, platform teams, data teams, DevOps/infrastructure teams. You earn credibility in technical conversations. You don't need to write YAML, but you need to understand why someone would. - Hunter DNA. You've built pipeline from scratch, not just worked inbound. Outbound prospecting is part of how you operate, not something you tolerate. - Comfortable in a startup environment with minimal structure. You build your own playbook, define your own territory strategy, and move fast without waiting for permission. - Strong communicator who can translate deep technical capabilities into business value for different audiences — from a Staff Engineer evaluating orchestration tools to a VP making a platform bet. BONUS POINTS - Experience selling open-source or developer-focused products where community adoption drives commercial conversion (PLG/open-core models). - Familiarity with orchestration, workflow automation, data engineering, or infrastructure tooling — you understand the ecosystem Kestra competes in. - Past experience at a Series A–C stage company where you helped define and scale the sales motion. - Understandi