Account Executive, Inside Sales

Tetrate provides the leading Application Networking and Security Platform for large global enterprises. Rooted in open source, Tetrate was founded to solve the application networking and security challenges created by modern computing so enterprises can innovate with speed and safety in hybrid and multi cloud environments. As applications evolve into collections of decentralized microservices, monitoring and managing the network communications and security among those myriad services becomes challenging. This is why some of the largest financial institutions, governments and other enterprises rely on Tetrate to deliver modern application networking and security.

Tetrate is currently hiring for an Account Executive, Inside Sales to join the sales organization. This is a field selling role and requires travel to meet customers onsite and attend industry events.

This individual will play a crucial role in driving net new customers and net new revenue within global territories. This is a unique opportunity to join a fast moving start-up on the ground floor where your output has a direct impact on the company's growth. Tetrate has demonstrated significant growth over the past 18 months increasing our customer base 3X as more enterprises modernize and migrate critical workloads to Kubernetes.

Responsibilities

• Committed to a discipline approach to pipeline generation driving net new customers and net new revenue
• High clock speed with the ability to manage multiple customer engagements and priorities efficiently and effectively
• Ability to navigate complex organizations and sell to multiple decision makers, including the “C Suite”, building champions who sell on your behalf
• Have a thorough understanding of customer's business, critical business initiatives and the role of IT to support those initiatives. Including the cost/penalty/risk associated with interruption or delay of those initiatives
• Prejudice towards deep listening and discovery to uncover the desired successful outcome of the customer
• A superior understanding of the market and the main competitors
• Consistently advocate customer needs with internal team and work groups
• Ensure the ongoing success of your customers in partnering with Tetrate
• Work to make Tetrate the standard across the enterprise
• Expert handling of different sales scenarios; setting agendas; using Call Plans; following sales process guidance and tool usage; adopting best practices; serving as a sales role model to others; thought-leading customers
• Demonstrate high energy and business acumen when interacting with clients, prospects, partners, team members and leadership
• Collaborate with sales engineering, customer success and partners to ensure complete coverage of entire territory
• Create an environment that motivates the team; be well organized for internal calls; set strategy and consistently measure progress against personal and company goals
• Prepare and present territory and account planning quarterly with the goal to deliver maximum revenue potential

Required Qualifications

• 3+ years in enterprise software sales role working in the cloud infrastructure, application network, DevOps space
• Strong technical acumen in the modern application development domain, including familiarity with Kubernetes and security domains
• Formal training and practice leveraging a value selling framework
• Practical experience and understanding of how to apply MEDDPIC to sales opportunities
• Strong relationship skills with the ability to build strong customer champions
• Track record of growing and maintaining an impressive pipeline of business as a result of outbound prospecting, creativity, networking and hard work
• Ability to accurately forecast revenue, specific product revenue, expert services on a weekly, monthly and quarterly basis
• Demonstrated work pace; meeting deadlines; maintaining work quality in times of heavy workload and stress; impressing customers and partners with high energy state; impacting the work pace of others; thriving in an environment that mandates a fast pace
• Exceptional ambition combined with great teaming skills
• Be part of the solution not part of the problem
• Team player - you think about solving problems from the standpoint of the best outcome for the team. Openly sharing best practices and voluntarily pitching in to help where you can add value
• Expert handling of different sales scenarios; setting agendas; using Call Plans; following sales process guidance and tool usage; adopting best practices; serving as a sales role model to others; thought-leading customers
• Proficient use of sales tools including salesforce.com, g-suite, Hubspot, Gong, LinkedinNavigator

Preferred Qualifications

• Previous experience working at a tech startup in high-growth mode, ideally from series B and beyond
• Experience contributing effectively outside of your specialty; You think about solving problems from the standpoint of the best outcome for the team, company and customer
• Strive to be a trusted advisor to the customer. Customers value your opinion and expertise and will readily take meetings
• Escalate concerns productively, do not complain or push negative opinions on other team members or customers

Location: We are a globally distributed company that is fully remote, however, this role requires you to be physically located in the United States.