Enterprise Account Executive (West Coast)
We're looking for an Enterprise Account Executive to drive revenue growth and own customer relationships for our cloud cost management services offerings. This is a strategic sales role where you'll be the primary point of contact for leads and customers, focusing on maximizing lifetime value through long-term relationship building. At Duckbill, we don't just close deals—we build lasting partnerships. Your job is to think beyond the first engagement and focus on expansion revenue. "Think of the fifth sale first" is our mantra. You'll be working with small and large enterprise companies who need help managing and optimizing their cloud spend, and you'll guide them through multiple engagements over time. This role requires someone comfortable with consultative selling, technical conversations, and long-term, multi-stakeholder relationship management. You'll be working closely with our delivery team and founders to ensure customer success while continuously identifying new opportunities.
What You'll Do
Own the entire customer lifecycle from lead to long-term partnership. You're not just closing deals—you're building relationships that span years and multiple engagements. Prospect relentlessly. The role doesn't come with a fully-staffed SDR team. Instead, you'll own the full sales cycle–from prospecting and qualifying to closing and expanding, with plenty of support from your teammates and leadership. Drive strategic conversations with executives and technical teams. You'll become extremely knowledgeable about cloud cost management and will help CFOs, procurement, and engineers understand the value of our approach. Collaborate closely with the delivery staff. You'll work to ensure smooth project execution and identify expansion opportunities during engagements. Provide strategic input to our team. Revenue growth, product/service strategy, and new marketing initiatives will bubble up based on customer feedback. You'll be a primary conduit for this. Manage your pipeline with obsessive attention. Enterprise deals can be a long time in the making (our sales cycle is 3-6+ months) and so careful attention to pipeline management is crucial. Stay connected with customers long after engagements end. We have many repeat customers, so you'll be maintaining regular touchpoints to understand their evolving needs and identify new opportunities. About You
- Proven B2B sales experience with consultative selling, ideally in professional services or technical consulting environments.
- Comfortable with technical conversations about cloud infrastructure, AWS services, and cost management—you don't need to be an engineer, but you should be able to engage with technical stakeholders.
- Experience selling to enterprise companies, with the ability to navigate complex organizational structures and multiple stakeholders.
- Past experience with mid six figures ACV.
- Strong relationship management skills with a track record of building long-term customer partnerships and driving expansion revenue. You enjoy being a trusted advisor more than a "closer". You're in this because you're obsessed with solving real business problems, not just checking MEDDPICC boxes.
- Self-motivated and comfortable with autonomy—you'll be working independently and making strategic decisions about how to best serve customers.
- Excellent communication skills for both technical and executive audiences, from CFOs to software engineers.
- You're based somewhere on the west coast/Pacific time zone and authorized to work in the United States.
Nice-to-Have
- Experience in the AWS ecosystem or cloud cost management space
- Familiarity with FinOps or cloud financial management concepts
- Background in professional services or consulting sales
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