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Salary: GBP 68,000 - 113,000 / annual
Pulumi is seeking an Enterprise Account Executive to drive sales of its modern infrastructure-as-code platform across the EMEA region. You will own the full sales cycle—from prospecting through close and account expansion—engaging both new and existing enterprise customers. The role emphasizes a consultative sales approach: understanding customer challenges, then aligning Pulumi's solutions to deliver measurable business value.
Key responsibilities include:
- Owning and closing complex enterprise deals to consistently exceed monthly, quarterly, and annual bookings targets
- Proactively building and managing a robust pipeline through targeted outreach and conversion of high-quality inbound opportunities
- Leading executive-level conversations with CIOs, CTOs, and business leaders to uncover strategic initiatives and align solutions
- Orchestrating cross-functional account teams (Customer Engineering, Professional Services, Marketing, Product) to deliver tailored solutions and maximize customer value
- Developing deep expertise in Pulumi's platform and competitive landscape to effectively position differentiated value
- Driving continuous improvement in sales strategies, tools, and processes to accelerate growth
Pulumi is a remote-first company headquartered in Seattle, with a global team across 20+ US states and 12+ countries. The company was founded in 2017 by industry veterans and now serves over 3,250 customers with a community of 350,000+ members. Pulumi's flagship product is an open-source infrastructure-as-code platform; Pulumi Cloud is the SaaS offering providing platform teams, secrets management, and cloud management capabilities, enhanced by AI-powered Pulumi Copilot.
Requirements:
- 6+ years of quota-carrying enterprise sales experience, consistently exceeding targets in competitive, fast-paced markets
- Proven ability to lead complex sales cycles, build business champions, and drive executive-level engagement
- Expertise in articulating business value of complex technology solutions to both technical and non-technical stakeholders
- Deep expertise in modern sales methodologies (MEDDICC, Challenger, SPIN) and disciplined, process-driven pipeline management
- Experience selling SaaS, infrastructure software, DevOps, or open-source technologies
- Proven ability to establish credibility with both developers and executive leadership, driving alignment across technical and business stakeholders
- Strong time and resource management skills with a structured, strategic approach to qualifying and closing opportunities
- Competitive, growth-oriented mindset with passion for high-momentum markets
- Excellent written, verbal, and presentation communication skills with attention to detail
- Customer-first mindset committed to long-term success and value creation
