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Salary: USD 145,000 - 165,000 / annual
FullStory is a behavioral data platform that helps businesses understand and improve digital experiences. This is a full-cycle Strategic Account Executive role selling to Enterprise customers. The role bridges business and technical conversations—selling both FullStory's traditional analytics and session-replay value, and its emerging role as infrastructure for AI/ML teams to understand how their AI systems perform in production.
You will own an Enterprise/Strategic territory responsible for new customer acquisition and expansion revenue within existing accounts. Day-to-day responsibilities include:
- Owning an Enterprise/Strategic territory with accountability for business development, client engagement, and generating both new customer contracts and expansion revenue.
- Building and executing long-term account plans grounded in understanding the Enterprise sales cycle.
- Actively prospecting new business through cold calling, cold emailing, LinkedIn outreach, and your network.
- Engaging credibly with both business and technical stakeholders (engineering, product, data, ML teams), articulating how FullStory's behavioral data supports their goals from customer experience to AI development.
- Partnering with Solutions Engineering, Professional Services, and Customer Solutions Engineering to run value-based technical evaluations and demonstrations.
- Managing pipeline accurately with strong forecasting and deal-stage discipline.
This is a hybrid position requiring in-office attendance one day per week at the Atlanta office. Candidates must reside within commutable distance.
REQUIREMENTS:
- 1+ years of quota-carrying SaaS sales experience selling to Enterprise stakeholders in Product, Engineering, Data, or AI/ML organizations, or equivalent experience as a Sales/Solutions Engineer, technical consultant, or technical practitioner moving into a closing sales role.
- Track record of quota attainment, including both net-new and expansion revenue, at an annual quota of $1M+ (or demonstrated equivalent for candidates transitioning from a technical role).
- Experience building multiple relationships across both business and technical stakeholders within complex Enterprise accounts.
- Comfort running or supporting value-based technical demonstrations and evaluations, with working knowledge of (or demonstrated ability to quickly ramp on) observability, LLMOps, or AI/ML concepts.
- Proven ability to both source and qualify net-new business and drive expansion within current accounts.
