Account Executive (Technical Sales)

About the role

Account Executive (Technical Sales) Prefect builds and operates resilient, Pythonic orchestration and MCP platforms -- Prefect OSS, Prefect Cloud, FastMCP OSS, and Horizon -- used for mission-critical workloads. Our Vision: Prefect will define automation for the context era. Our Mission: Curate an intelligent context layer that delivers the right information at the right time. Our remote first company is singularly focused on this vision and mission, and every team member directly contributes to their advancement. We've carefully created a supportive, high-performance culture - the operating system of our company - that empowers our team to do the best work of their careers and achieve their personal and professional aspirations. Our company operates both open-source and commercial offerings, partnering with Fortune 500 companies, data innovators, and fast-growing digitally native startups. We are looking for folks who want to join a remote-first team #LI-Remote to continue building an equally amazing company, product, and developer community. Role Summary: We are looking for an Account Executive (Technical Sales) to join our team. As an experience “hunter”, you will own and grow a book of business focused on net-new Prefect opportunities. You’ll combine product-led sales with targeted outbound to build pipeline, and partner closely with Sales Engineers pre-sale. We’re looking for someone with a proven track record of closing six-figure deals with developer SaaS. Your mission is to meet or exceed revenue targets by landing new logos, running consultative evaluations, and translating technical adoption into business value. This is a high-impact role at the center of our go-to-market engine, ideal for a self-starter who thrives in remote-first, high-ambiguity environments You'll report to Prefect's Director of Sales, Shane. What You'll Do: - Own the full sales cycle for new logos—from prospecting and qualifying through discovery, evaluation, negotiation, and close. - Generate pipeline by blending inbound signals (OSS adoption, PQLs, self-serve Cloud users) with creative outbound; use Prefect’s brand awareness and market momentum to create new lead generation playbooks and channels; maintain ≥3× pipeline coverage quarter over quarter. - Run technical evaluations with Sales Engineers, setting success criteria, designing evaluation plans, and ensuring clear roles and responsibilities in every deal. - Deliver crisp handoffs to Solutions Engineers and CSMs after close, sharing goals, architecture notes, and risks to set customers up for adoption, renewals, and expansion. - Operate with rigor: maintain stage exit criteria, deliver accurate forecasts, keep CRM notes clean, and run disciplined close plans. - Share market insights with Product and Sales leadership to inform roadmap and GTM; contribute repeatable positioning, talk tracks, and case studies. Your Qualifications: - 2–10+ years in full-cycle AE roles at developer-tool, data-infra, or OSS companies with consistent 100%+ attainment and net-new logo wins - Proven success closing $50k–$250k ACV deals, including designing/running technical evaluations, org mapping, and multi-threading in account. - Comfortable partnering with Sales Engineers pre-sale and handing off to Solutions Engineers + CSMs post-sale in a triad model. - Strength in product-led sales environments: converting PQLs, OSS adopters, and self-serve users into paying customers and early expansions. - High EQ and strong collaboration skills: able to navigate technical and executive audiences, build trust quickly, and write clearly. - Startup-ready: thrives in a “low O₂” environment with light process, high ambiguity, and a builder’s mindset. What You'll Get in Return: Base Salary Ranges: - San Francisco Bay Area & NYC Metro: $141,00-$167,000 (OTE $282,000-$334,000) - Washington D.C., Boston, LA Metro, Seattle: $132,000-$154,000 (OTE $264,000-$308,000) - Denver, Chicago, Atlanta, & all other U.S. metros: $128,000-$150,000 (OTE $256,000-$300,000) Actual base salary within each range depends on the candidate’s location, experience, and qualifications. OTE (on-target earnings) includes base salary + target commissions/bonuses. Please keep in mind that equity and benefits are not included in the range provided above. Your recruiter can share more about the salary range for your preferred location during the hiring process Perks and Benefits: We take care of our team- our benefits are top-notch so that employees can work comfortably from wherever in the world they call home. Check out some of our most exciting benefits offered below. - Remote-first team with flexible-first culture - Equity Stock Options - 401(k) with 5% company match (vests immediately!) - Unlimited PTO - Medical, Dental and Vision insurance - Generous Parental Leave - Life Insurance and Disability benefits - $800 remote work stipend for whatever you need to work (food, wellness, equipment etc.) Belongingness at Prefect: Belongingness at Prefect is our commitment to ensuring mutual power, access, and opportunity among all groups and individuals who make up our community. We operationalize belongingness through actions large and small on a daily basis, but always with the goal that all groups and individuals can contribute as their most authentic self to the evolution of our product, our team, and our community. Belongingness is also our commitment to bridge with individuals or groups not yet established in our community, acknowledge differences in a way that affirms distinct identities, and allows for a new, more expansive group identity to form. Equal Opportunity at Prefect: Prefect is an equal opportunity employer and encourages applications from people of all backgrounds. All applicants will be considered for employment without attention to race, religion, color, sex (including pregnancy, sexual orientation and gender identity/expression), national...

Key responsibilities

• check_circleCollaborate with the team on day-to-day project tasks
• check_circleLearn tools and processes used by the organization
• check_circleDocument work and participate in team meetings
• check_circleSupport quality checks and continuous improvement

Requirements

• check_circleOwn the full sales cycle for new logos—from prospecting and qualifying through discovery, evaluation, negotiation, and close.
• check_circleGenerate pipeline by blending inbound signals (OSS adoption, PQLs, self-serve Cloud users) with creative outbound; use Prefect’s brand awareness and market momentum to create new lead generation playbooks and channels; maintain ≥3× pipeline coverage quarter over quarter.
• check_circleRun technical evaluations with Sales Engineers, setting success criteria, designing evaluation plans, and ensuring clear roles and responsibilities in every deal.
• check_circleDeliver crisp handoffs to Solutions Engineers and CSMs after close, sharing goals, architecture notes, and risks to set customers up for adoption, renewals, and expansion.
• check_circleOperate with rigor: maintain stage exit criteria, deliver accurate forecasts, keep CRM notes clean, and run disciplined close plans.
• check_circleShare market insights with Product and Sales leadership to inform roadmap and GTM; contribute repeatable positioning, talk tracks, and case studies.
• check_circle2–10+ years in full-cycle AE roles at developer-tool, data-infra, or OSS companies with consistent 100%+ attainment and net-new logo wins
• check_circleProven success closing $50k–$250k ACV deals, including designing/running technical evaluations, org mapping, and multi-threading in account.
• check_circleComfortable partnering with Sales Engineers pre-sale and handing off to Solutions Engineers + CSMs post-sale in a triad model.
• check_circleStrength in product-led sales environments: converting PQLs, OSS adopters, and self-serve users into paying customers and early expansions.
• check_circleHigh EQ and strong collaboration skills: able to navigate technical and executive audiences, build trust quickly, and write clearly.
• check_circleStartup-ready: thrives in a “low O₂” environment with light process, high ambiguity, and a builder’s mindset.

Skills & keywords

Benefits & perks

• check_circleMentorship
• check_circleCertificate of completion
• check_circleFlexible work arrangement where applicable