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Enterprise Account Executive - Bay Area

April 29, 2026

We’re looking for a driven Enterprise Account Executive to help organizations adopt Pulumi’s modern infrastructure platform—enabling teams to build, deploy, and manage cloud infrastructure using the full power of software engineering. Pulumi’s go-to-market motion is anchored in a strong open-source, product-led growth (PLG) foundation, paired with meaningful investment in customer engagement and support. This combination creates a highly productive funnel and a more efficient path to pipeline generation and deal conversion. As an Enterprise Account Executive, you will own the full sales cycle—from prospecting through close and expansion. You’ll engage both new and existing customers, develop and progress opportunities, maintain accurate forecasts, and drive long-term account growth. We operate with a consultative sales approach: understanding customer challenges first, then aligning solutions to deliver measurable value. Your ability to connect technical capabilities to business outcomes will be key in helping customers realize the impact of Pulumi’s platform. Most importantly, at Pulumi you will be challenged, learn, teach, and collaborate with a fun team of people building an amazing culture together. While Pulumi is headquartered in Seattle, WA., we are dedicated to being a remote first company. This role will be located remotely in the Bay Area, San Fransisco area. <h2>In This Job You Will:</h2> <ul> <li>Own and close complex enterprise deals to consistently exceed monthly, quarterly, and annual bookings goals.</li> <li>Proactively build and manage a robust pipeline by proactively engaging target accounts and converting high-quality inbound opportunities.</li> <li>Lead executive-level conversations with CIOs, CTOs, and business leaders, uncovering critical initiatives and aligning our solutions to their strategic priorities.</li> <li>Orchestrate cross-functional account teams—including Customer Engineering, Professional Services, Marketing and Product—to deliver tailored solutions and maximize customer value.</li> <li>Develop deep expertise in our platform and competitive landscape to effectively position differentiated value in the market.</li> <li>Drive continuous improvement by refining sales strategies, tools, and processes to accelerate growth</li> </ul> <h2>To Be Successful In This Role, You Have:</h2> <ul> <li>6+ years of quota-carrying enterprise sales experience, consistently exceeding targets in competitive, fast-paced markets.</li> <li>Proven ability to lead complex sales cycles, build business champions, and drive executive-level engagement.</li> <li>Expertise in articulating the business value of complex technology solutions to both technical and non-technical stakeholders.</li> <li>Deep expertise in modern sales methodologies (e.g., MEDDICC, Challenger, SPIN) and a track record of disciplined, process-driven pipeline management.</li> <li>Experience selling SaaS, infrastructure software, DevOps, or open source technologies.</li> <li>Proven ability to establish credibility with both developers and executive leadership, driving alignment and buy-in across technical and business stakeholders.</li> <li>Strong time and resource management skills with a structured, strategic approach to qualifying and closing opportunities.</li> <li>Relentless drive to win: competitive, growth-oriented, and passionate about building business in a high-momentum market.</li> <li>Effective communicator—written, verbal, and presentation—with attention to detail and a focus on leading customers toward next steps in complex sales cycles.</li> <li>Customer-first mindset, with a commitment to long-term success and value creation for clients.</li> </ul> <h2>Compensation:</h2> <ul> <li>Base Salary Hiring Range: $90,000 - $150,000 (OTE Range: $180,000 - $300,000)</li> <li>All full time employee offers at Pulumi include base salary, bonus or variable, equity and benefits (details below). </li> <li>Sales Account Executive roles are also eligible for uncapped incentive pay, which can exceed 100% of the offered On Target Earnings (OTE) depending on quota attainment.</li> </ul> <div class="content-conclusion">Benefits & Perks at Pulumi: Healthcare Coverage: We offer comprehensive medical, dental, vision, and supplemental insurance at no cost to U.S. employees. Internationally, we comply with local healthcare requirements and provide regionally appropriate coverage. Time Off: Our unlimited PTO policy encourages balance and rest — and we require employees to take at least three weeks off annually, plus 13 U.S. holidays. 401(k): U.S. employees are eligible for a 401(k) plan with an employer match to support long-term financial wellness. Parental Leave: We provide 20 weeks of paid leave for birthing parents or primary caregivers, and 16 weeks for non-birthing parents or secondary caregivers. Remote-First Culture: Pulumi has been fully remote since 2020, with teammates across 20+ U.S. states and 12+ countries. We support flexible work with asynchronous collaboration and an annual “work from anywhere” stipend. Professional Development: Every employee receives an annual learning and development budget to support growth, learning, and career goals. Equity Ownership: We believe in acting like owners. All employees receive equity and are empowered to think big, move fast, and build the future of cloud together. Additional Support: We offer a monthly wellness fund to support mental and physical well-being, and a quarterly happiness fund for team connection. About Pulumi: Pulumi is reimagining how teams build cloud software, enabling developers and infrastructure experts to work better together through a unique combination of programming languages, tools, and systems innovation. Our flagship infrastructure as code technology is open source and our SaaS product, Pulumi Cloud, provides platform teams, secrets management, and cloud management capabilities, and more. We have pioneered leveraging AI across all of these areas with our LLM-powered Pulumi Copilot to push the boundaries of what's possible. At Pulumi, we dream big, in the pursuit of helping our customers out-innovate and win. Founded in 2017 by industry veterans with over five decades of combined experience building developer platforms, Pulumi now has a global community of more than 350,000 members and serves over 3,250 customers. Despite our rapid growth, we're still only getting started, and are early in our mission to democratize the cloud. If you thrive in a fast-paced, high-performance, we want to work with you to accelerate Pulumi's impact. At Pulumi, we don't just accept difference, we celebrate, support, and thrive on it for the benefit of our employees, our products, and our customers. Pulumi is proud to be an equal opportunity workplace and is committed to equal employment opportunities regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, or Veteran status. If you have a disability or special need that requires accommodation, please let us know.</div>

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Common Interview Questions And Answers

1. HOW DO YOU PLAN YOUR DAY?

This is what this question poses: When do you focus and start working seriously? What are the hours you work optimally? Are you a night owl? A morning bird? Remote teams can be made up of people working on different shifts and around the world, so you won't necessarily be stuck in the 9-5 schedule if it's not for you...

2. HOW DO YOU USE THE DIFFERENT COMMUNICATION TOOLS IN DIFFERENT SITUATIONS?

When you're working on a remote team, there's no way to chat in the hallway between meetings or catch up on the latest project during an office carpool. Therefore, virtual communication will be absolutely essential to get your work done...

3. WHAT IS "WORKING REMOTE" REALLY FOR YOU?

Many people want to work remotely because of the flexibility it allows. You can work anywhere and at any time of the day...

4. WHAT DO YOU NEED IN YOUR PHYSICAL WORKSPACE TO SUCCEED IN YOUR WORK?

With this question, companies are looking to see what equipment they may need to provide you with and to verify how aware you are of what remote working could mean for you physically and logistically...

5. HOW DO YOU PROCESS INFORMATION?

Several years ago, I was working in a team to plan a big event. My supervisor made us all work as a team before the big day. One of our activities has been to find out how each of us processes information...

6. HOW DO YOU MANAGE THE CALENDAR AND THE PROGRAM? WHICH APPLICATIONS / SYSTEM DO YOU USE?

Or you may receive even more specific questions, such as: What's on your calendar? Do you plan blocks of time to do certain types of work? Do you have an open calendar that everyone can see?...

7. HOW DO YOU ORGANIZE FILES, LINKS, AND TABS ON YOUR COMPUTER?

Just like your schedule, how you track files and other information is very important. After all, everything is digital!...

8. HOW TO PRIORITIZE WORK?

The day I watched Marie Forleo's film separating the important from the urgent, my life changed. Not all remote jobs start fast, but most of them are...

9. HOW DO YOU PREPARE FOR A MEETING AND PREPARE A MEETING? WHAT DO YOU SEE HAPPENING DURING THE MEETING?

Just as communication is essential when working remotely, so is organization. Because you won't have those opportunities in the elevator or a casual conversation in the lunchroom, you should take advantage of the little time you have in a video or phone conference...

10. HOW DO YOU USE TECHNOLOGY ON A DAILY BASIS, IN YOUR WORK AND FOR YOUR PLEASURE?

This is a great question because it shows your comfort level with technology, which is very important for a remote worker because you will be working with technology over time...