Major Enterprise Account Executive

Position Overview

Organizations today must decide between continuously investing in observability or recognizing telemetry for what it truly represents: the most real-time, factual, and high-dimensional business data. Coralogix is designed for the latter approach. Our platform is a modern, full-stack observability solution powered by a telemetry data lake and an in-stream analytics architecture that separates cost from scale. Instead of requiring costly indexing and hot storage, our solution processes data in-stream and queries directly from the client's storage bucket via a declarative query language. This approach offers comprehensive coverage across logs, metrics, traces, and security events—including APM, RUM, SIEM, Kubernetes, and more—without the usual compromises.

This results in cumulative value for customers through open data collection, ownership of long-term telemetry data lakes, and observability that ties directly to business outcomes. Traditional tools often increase costs, cause vendor lock-in, and create scaling challenges related to mapping, retention, and cardinality. Coralogix is rapidly replacing not only traditional observability tools but also competing parts of data and analytics systems.

Role Responsibilities

• Manage intricate, technical sales cycles end-to-end, collaborating closely with solution engineers to execute Proof of Value engagements that validate our technology within client environments.
• Initiate and cultivate relationships with CTOs, CIOs, VPs, Directors of Engineering, DevOps, SRE, and business line leaders to generate and expand sales opportunities within your territory.
• Develop persuasive business cases that translate technical capabilities into clear, measurable business benefits and present these credibly to executive-level stakeholders.
• Execute a structured territory strategy by researching target accounts, crafting tailored value propositions, and rigorously qualifying prospects according to our methodology.
• Lead the complete sales cycle including discovery, building internal champions, handling objections, negotiating, and closing deals.
• Provide accurate sales forecasts on a weekly, monthly, and quarterly basis to leadership.
• Serve as a trusted adviser with deep knowledge of the observability and telemetry data market landscape.

Key Requirements

• More than five years of experience in field sales involving complex software and services, preferably with conceptual or Proof of Value-based sales approaches.
• Proven success in displacing incumbent vendors by developing ROI-driven business cases that win market share from existing suppliers.
• Demonstrated capability to acquire new clients independently through outbound pipeline efforts.
• Track record of growing enterprise accounts via strategic upselling and cross-selling.
• Consistent high performance over the past 5-7 years, including at least two consecutive years exceeding quota or ranking top among peers.
• Confidence in engaging and influencing C-level executives.
• Strong familiarity with IT infrastructure ecosystems and modern IT operational models; current with industry trends and market dynamics.
• Experience executing a structured, repeatable sales process and fluency in MEDDIC-based qualification frameworks or similar methodologies.
• Effective in discovering client needs through insightful questioning, cultivating champions, delivering executive-level business cases, and managing objections calmly.
• Traits: driven, humble, coachable, persistent, and intelligent.
• Possess a sense of urgency and bias for action; attentive to detail, adaptable, and uphold high integrity standards.
• Alignment with EMEA excellence standards.

Preferred Qualifications

• Background in selling observability, log analytics, monitoring, or application performance management (APM) solutions.
• Experience marketing cloud-native technologies across AWS, GCP, or Azure platforms.
• Familiarity with selling data platforms, data lakes, or analytics infrastructure.

Benefits

• Opportunity to collaborate with highly skilled sales professionals and engineers, led by accomplished leaders focused on fostering talent and enterprise success.
• Access to a well-established sales methodology based on MEDDIC, supported by experienced sales engineers and leadership.
• Rapid career development and advancement for high achievers.
• Attractive compensation with competitive base salary, uncapped commissions, and meaningful equity participation aligning your success with company performance.
• Work on an innovative product that is redefining the observability market.

Success Milestones in the First Year

• Within 90 days: Complete onboarding into Coralogix’s sales playbook and MEDDIC framework, gain fluency in the value proposition and competitive landscape, and establish a territory plan with qualified early-stage prospects.
• Within 6 months: Launch multiple Proof of Value initiatives, build executive relationships at VP and C-level, and secure your first closed-won deal.
• Within 12 months: Maintain consistent quota achievement, sustain a healthy pipeline coverage of 3-4 times quota, and lay the foundation for a multi-year territory growth via land-and-expand strategies.

Company Culture

Our hiring emphasizes three core attributes: hunger, humility, and intelligence. We value speed, constructive challenge, and a shared conviction that the observability space requires transformation. Join us for an opportunity to contribute significantly as we build a major market player. Coralogix is an equal opportunity employer committed to diversity and inclusion.