Account Executive

About the Role

We are seeking an Account Executive to join our Sales Team. In this role you will own the full sales cycle within large and complex enterprise accounts. You will be expected to lead high-value opportunities, manage multi-stakeholder relationships, and develop long-term account strategies that drive sustained growth. Operating with a high degree of independence, you will contribute to company-wide revenue goals by shaping strategic sales outcomes, influencing senior decision-makers, and helping define best practice across the sales organisation.

What You'll Do

Develop New Business and Grow Existing Accounts

• Identify, develop, and close new business opportunities within enterprise accounts
• Build and maintain strong relationships with senior stakeholders across industries
• Lead the full sales cycle from prospecting to closure for complex, high-value deals
• Identify and drive expansion opportunities across multiple business units within accounts
• Prospect strategically using tools such as Sales Navigator, Meet Alfred, Apollo, and Salesforce

Sales Strategy and Execution

• Shape tailored account strategies to align Buildkite's solutions with customer priorities
• Lead complex sales processes involving multiple decision-makers and technical evaluations
• Accurately forecast revenue and pipeline using advanced methodologies such as MEDDPICC
• Maintain CRM hygiene with complete documentation across long-cycle opportunities
• Partner with leadership and cross-functional teams to secure successful outcomes
• Share insights and improvements to strengthen team processes and sales effectiveness

Customer Engagement

• Collaborate with Solutions Architects to design and deliver solutions that address enterprise-scale needs
• Provide strategic insights to help customers maximise value and adoption
• Represent Buildkite at executive-level meetings, industry events, and conferences
• Act as the voice of the customer by sharing feedback to influence product and strategy internally
• Contribute to Buildkite's reputation externally by modelling inclusive, customer-first engagement

This Is You If

• Proven Sales Experience - You bring significant experience in B2B SaaS or software sales, with a strong track record of closing enterprise-level deals
• Industry Knowledge - You have a deep understanding of developer tooling, CI/CD, and cloud platforms such as AWS and GCP
• Strong Relationship Builder - You're skilled at influencing both technical stakeholders and senior executives within global enterprises
• Sales Acumen - You have expertise in using strategic methodologies such as MEDDIC to navigate complex sales cycles
• Results-Driven - You consistently exceed revenue targets with precise forecasting and reporting capability
• Collaborative and Strategic - You work effectively across functions and contribute to broader sales team capability
• Long-Term Thinker - You're able to design and execute account strategies that build sustainable growth and enduring customer relationships
• Leadership & Influence - You share knowledge, mentor peers, and contribute to the development of best practice across the sales organization

Benefits

• Work from anywhere in the world for up to 6 weeks a year, on top of a fully remote setup - great work doesn't have to happen from one desk.
• 20 days paid annual leave plus 10 days sick & carer's leave - actively encouraged, we want you to be at your best and time off is a part of that.
• 16 weeks paid parental leave for primary carers (6 for secondary) - becoming a parent is life changing and we're committed to supporting you and your family through it.
• A remote-work allowance for home-office kit, co-working, or working elsewhere - we want you to have everything you need to be set up for success in your role.
• Confidential EAP & mental health support - sometimes life gets hard. You should be able to access the resources and support you need.
• Support for learning and growth - with time and budget for conferences, courses, and coaching so you have the opportunity to grow, improve your craft, and build mastery.
• Retirement and health coverage (based on your region) - build towards your future, your way.

Exact benefits may vary slightly by country. We'll walk through the specifics for your location.

Compensation

This role offers On-Target Earnings (OTE), split 50/50 between base salary and sales commission. The base salary range is $110,000-$150,000 USD. Compensation is determined based on geographic location, relevant experience, and qualifications.