Pantheon.io - Strategic Account Executive

Job description

We are hiring a **Strategic "Missionary" Account Executive** to join our team. This isn't a role for someone who wants to sell "better hosting." This is a role for a visionary who can lead Fortune 500 organizations through a fundamental cultural shift in how they build, manage, and scale the open web. You will be responsible for the high-stakes "First Mile": identifying enterprise giants stuck in legacy silos, evangelizing the **WebOps category**, and architecting massive, transformative deals that redefine their digital presence. **Why This Opportunity Is Unique** - **Category Creation:** You won't just be competing for existing budget; you’ll be creating it. You will lead the charge in defining "WebOps" as a critical business function, much like DevOps or Salesforce did for their respective industries. - **High-Stakes Architecture:** You aren't selling a SKU; you are selling a future state. You will partner with CTOs and CMOs to dismantle the "Old World" of fragmented web management and replace it with a unified, agile engine. - **Unrivaled Influence:** As a Missionary, your wins aren't just numbers—they are the blueprints. Your successful deals will become the global case studies that the rest of the sales organization uses to scale. **What We’re Looking For** - **Visionary Storytelling:** The ability to translate complex technical architectures into a high-level business narrative, helping C-level executives visualize the transition from fragmented legacy systems to a unified, high-velocity WebOps engine. - **Intellectual Curiosity:** You don't just follow a sales methodology; you seek to understand the deep-rooted friction between Marketing and IT to solve for the "Why" before the "How." - **Resilient "Pioneer" Mindset:** You thrive in ambiguity. You are comfortable hearing "We’ve never done it this way" and seeing it as a starting point, not a barrier. - **Strategic Architect:** Proven experience in **unbudgeted** sales—finding a problem so painful that the organization creates a new line item to solve it. - **Diplomatic Challenger:** You are a master of the *Challenger Sale*. You aren't afraid to tell a prospect their current strategy is failing them, backed by data and a clear vision of the "New World." **Responsibilities** - **Evangelism & Outbound:** Act as a thought leader in the territory. You don't just prospect; you educate. You’ll lead workshops and executive roundtables to shift market perception. - **Cross-Silo Orchestration:** Bridge the gap between the CMO (who wants speed) and the CTO (who wants security). You are the "Translator" who aligns these often-conflicting personas. - **Blueprint Development:** Partner with Product and Marketing to refine the "Missionary Playbook." What worked? What didn't? You are the eyes and ears of the company in an emerging market. - **Lighthouse Wins:** Focus on "Lighthouse" accounts—recognizable logos that, once converted, will signal a shift in the entire industry. - **Ecosystem Building:** You don't just work with partners; you recruit them into the mission. You’ll teach agencies and consultancies how to sell the "WebOps" vision alongside you.