Senior Enterprise Account Executive

As founders and top contributors to open-source foundational technology like Istio, Envoy Gateway, and Envoy AI Gateway, we're defining the next generation of the internet and securing infrastructure for Fortune 150 companies and critical national assets. We seek Enterprise Account Executives who exceed quota, own the full customer journey, and possess the technical and strategic depth to navigate complex sales. Tetrate seeks high-performing Enterprise Account Executives who view quota as a baseline. You'll drive enterprise adoption of our Layer 7 performance and security solutions.

You'll manage the entire customer journey—from initial contact to successful onboarding. You will generate demand with Field Engineers, building your pipeline through inbound leads, outbound prospecting, partners, and your network. Success requires consistently exceeding targets, cultivating customer advocates across complex organizations, and positioning Tetrate as the enterprise standard. Technical fluency in open source, software-defined infrastructure, and cloud markets is essential.

Responsibilities

Own the mission: build and close your own pipeline through a mix of inbound, outbound, and partner-driven efforts—no excuses, no dependencies. Control the customer journey by navigating complex organizations, building multi-threaded champions, and tying Tetrate's solutions directly to the customer's highest business priorities. Execute with precision by driving every opportunity forward using disciplined sales process (MEDDPICC, Call Plans, forecasting) while building Tetrate into the enterprise standard.

Required Qualifications

• 8+ years in enterprise software sales within cloud infrastructure, application networking, or DevOps.
• Consistent quota overachievement with top-performer recognition (e.g., President's Club or equivalent).
• Experience in high-growth tech startups, ideally Series B and beyond.
• Proven ownership of pipeline generation beyond marketing, with strength in direct prospecting and strategic outreach.
• Strong technical acumen in modern application development, including Kubernetes, security, and application networking.
• Skilled in applying MEDDPICC methodology to qualify and drive sales opportunities, while engaging, influencing, and building champions across multiple personas within an account.
• Expert in structured sales execution—setting agendas, using Call Plans, leveraging tools, and adopting best practices—with exceptional communication skills to effectively present to both C-level and technical audiences.
• Self-starter with a relentless drive for outcomes. This is a lifestyle choice, not a job.
• High-execution mindset; thrives in ambiguity. We move fast.
• Driven by a deep need to solve hard problems using first-principles thinking; *“We cannot solve our problems with the same level of thinking that created them.”

If you're looking for a job, this isn't it. If you're ready to be part of something larger than yourself, connect with us.

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