Enterprise Account Executive - job 3 of 5

Location: Remote (US East Coast)
Reports to: Head of Sales

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, Toyota, 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.

• Understanding of land-and-expand sales strategies and usage-based or consumption-based pricing models.

• Existing network of enterprise contacts in financial services, healthcare, or technology on the US East Coast.

What You Get

• Real ownership in a globally distributed, high-caliber technical team. This isn't a cog-in-the-machine role.

• Direct access to founders and influence on product strategy, go-to-market approach, and company priorities.

• A product that sells itself — Kestra is already running mission-critical workloads at Fortune 500 companies. You're not selling vaporware.

• Competitive compensation: strong base + uncapped commission + equity.

• Health insurance, flexible PTO, and remote-first culture.