Account Executive, Majors- Install Base (APAC)

YOU WILL OWN A BOOK OF NAMED MAJORS ACCOUNTS IN THE ANZ REGION AND DRIVE RENEWALS EXPANSIONS AND CROSS SELLS TO GROW ACCOUNT VALUE AND ACHIEVE STRONG NET REVENUE RETENTION. YOU WILL IDENTIFY WHITESPACE AND ACCELERATE ADOPTION OF THE NEWEST PRODUCTS INCLUDING PLATFORM API AND AI SDK ACROSS YOUR PORTFOLIO. YOU WILL BUILD MULTI THREADED RELATIONSHIPS WITH KEY STAKEHOLDERS ACROSS ENGINEERING, PRODUCT, PROCUREMENT, AND EXECUTIVE LEADERSHIP. YOU WILL DEVELOP AND EXECUTE STRATEGIC ACCOUNT PLANS ALIGNED WITH EACH CUSTOMER GOALS AND INCLUDE HYPERSCALERS SIs AND AGENCY PARTNERS. YOU WILL TRANSLATE PLATFORM VALUE INTO MEASURABLE BUSINESS OUTCOMES AND LEAD COMPLEX NEGOTIATIONS FOR RENEWALS AND AMENDMENTS. YOU WILL COLLABORATE WITH SOLUTIONS ENGINEERING AND CUSTOMER SUCCESS TO SURFACE FEEDBACK FOR THE PRODUCT ROADMAP.

Responsibilities

Own a book of named Major Accounts in the ANZ market and drive renewals upsells and cross sells to grow account value and ensure strong net revenue retention.
Identify and execute expansion opportunities across your portfolio mapping whitespace uncovering new teams or use cases and activating the latest products including platform API AI SDK and observability tooling.
Build and maintain multi threaded relationships with key stakeholders and champions across engineering product procurement and the C suite.
Develop and execute strategic account plans aligned with each customer's business goals and with hyperscalers SIs and agency partners embedded in the strategy from day one.
Translate platform into board level narratives around developer velocity infrastructure consolidation and AI driven transformation as measurable operational levers.
Own complex commercial negotiations renewals ELA amendments consumption based expansions and position platform as a long term strategic partner.
Partner with Solutions Engineering Customer Success and Product to deliver customer outcomes and surface feedback that shapes the product roadmap.

Requirements

5–10+ years in enterprise SaaS with a demonstrated track record of success in install base, account management, or named account roles
Proven ability to drive expansion and identify whitespace build champions across multiple buying centres and accelerate upsell and cross sell motions in complex accounts
Experienced in partner influenced or co sell motions activating a hyperscaler or SI relationship to deepen account penetration
Comfort discussing architecture with a CTO and total cost of ownership with a CFO
A disciplined account planner who thinks in years and builds executive relationships with intention
Fluent in MEDDPICC and rigorous about forecast hygiene and CRM discipline
Able to hold credible technically grounded conversations with senior engineering and product leadership without leaning on a solutions engineer
A value seller who leads with customer pain and business outcomes not feature lists

Benefits

Competitive compensation package including equity
Inclusive Healthcare Package
Mentorship and events to help you build your network and skills
Flexible Time Off
WFH gear budget to outfit your space
Bonus or variable pay program eligibility