Account Executive

Who you are

• 5+ years selling complex software and services in the field, ideally with conceptual or Proof of Value-led sales motions
• Demonstrated success displacing incumbents and building compelling ROI-led business cases that win share from established vendors
• Proven ability to win new logos via outbound pipeline generation - you must be ready to own this personally
• Track record of scaling enterprise accounts through strategic upsell and cross-sell
• Sustained performance over the last 5–7 years, with at least two consecutive years above quota or top of your peer group (we want operators who stick and win, not hoppers)
• Confident selling to and influencing C-level executives
• Deep understanding of IT infrastructure stacks and how modern IT organisations operate; fluent in industry and market trends
• Runs a repeatable, structured sales process and is fluent in MEDDIC-based qualification (or equivalent: MEDDPICC, Command of the Message)
• Strong discovery via thoughtful questioning; identifies and develops Champions; builds and presents executive-level business cases; handles objections with composure
• Hungry, humble, and smart. Driven, persistent, coachable, and intuitive
• Bias for action and urgency; detail-oriented and adaptable; high integrity, no exceptions
• Aligns with EMEA standards of excellence
• Experience selling observability, log analytics, monitoring, or APM solutions
• Experience selling cloud-native technologies on AWS, GCP, or Azure
• Experience selling data platforms, data lakes, or analytics infrastructure

What the job involves

• As a Major Enterprise Account Executive, you'll own complex, technical sales cycles end-to-end, from first conversation with a CTO to closed-won.
• You'll work alongside experienced solution engineers, partner with senior technical and business stakeholders, and play a central role in shaping how some of EMEA’s most demanding engineering organisations approach observability and telemetry data
• This is field sales for true hunters. You'll be selling a differentiated product into accounts that often already have an incumbent, which means you'll build the business case, create the urgency, and earn the share.
• We run a structured Coralogix sales playbook, founded in MEDDIC, and built around Proof of Value, executive-level value selling, and disciplined qualification.
• If you've sold conceptually, displaced incumbents, scaled accounts through strategic upsell and cross-sell, and consistently outperformed your peers, you'll feel at home here
• Own complex, multi-stakeholder sales cycles end-to-end, partnering with solution engineers to run Proof of Value engagements that prove our technology in customer environments
• Proactively engage CTOs, CIOs, VPs and Directors of Engineering, DevOps, SRE, and line-of-business leaders to generate and grow pipeline in your territory
• Build compelling business cases that translate technical capability into measurable business outcomes, and present them with credibility at the C-level
• Run a structured territory plan: research target accounts, develop custom value propositions, and qualify rigorously against our methodology
• Lead the commercial side of the full sales cycle: discovery, champion-building, objection handling, negotiation, and close
• Deliver accurate weekly, monthly, and quarterly forecasts to sales leadership
• Act as a trusted advisor by knowing the observability and telemetry data market cold
• What Success Looks Like in Year One;
• First 90 days: Onboarded into the Coralogix playbook and MEDDIC framework, fluent in our value proposition and competitive positioning, with a territory plan and qualified early-stage pipeline
• First 6 months: Multiple Proof of Value engagements live, executive relationships at VP and C-level, and your first closed-won logo on the board
• First 12 months: Consistent quota attainment, healthy 3-4x pipeline cover, and the foundations of a multi-year territory built on land-and-expand wins

Benefits

• Grow with us: Over 50% of our leadership roles are filled through internal promotions. We believe in growing our people as we grow the company.
• Global opportunities: With team members in 28 countries, Coralogix offers a truly global work experience and diverse career paths across functions and geographies.
• Top talent, real impact: Join some of the best minds in observability. Our teams are passionate, expert, and deeply connected to the business impact of their work.
• Autonomy and ownership: We empower our people to make decisions, take initiative, and shape how things get done. We’re here for our employees, every step of the way.
• Kid-friendly & pet-friendly: We’re a company where parents, dog lovers (and yes, both!) can thrive. Our flexible, hybrid model and inclusive culture help people bring their whole selves to work.
• Diversity & belonging: A truly international workplace with a culture that celebrates differences and creates a strong sense of belonging for everyone.
• Business-driven impact: Every role at Coralogix is connected to our core business goals. No matter your position, you’ll see how your work directly contributes to the company’s success.
• Proven growth, unicorn status: Be part of a fast-growing company that has scaled year over year for the past 5 years & is proudly recognized as a unicorn in the tech industry