Strategic Account Executive

Description

Job Title: Strategic Account Executive

Job Type: Full-time

Location: United States - Remote - West Coast/Pacific Time; Travel Required

About CloudBees

CloudBees helps organizations build, run, and govern software factories, giving enterprises the confidence to ship software better, faster, and safer.

Writing code is no longer the bottleneck. Governing what reaches production and validating its impact is. As enterprises adopt agentic coding, software is created faster than most teams can review, secure, and validate. Without consistent governance, organizations risk shipping code they cannot explain, audit, or trust.

CloudBees addresses this challenge without asking teams to replace the tools they already use. Across every toolchain a customer runs, CloudBees makes each change, human or AI, visible, auditable, and accountable before it reaches production. CloudBees Unify is the product behind this: a governance layer, with context and control-plane capabilities, that enforces consistent policy and evidence across every tool, team, and workflow.

Founded in 2010, CloudBees is backed by Goldman Sachs, Morgan Stanley, Bridgepoint Capital, HSBC, Golub Capital, Delta-v Capital, Matrix Partners, and Lightspeed Venture Partners.

Visit us at www.cloudbees.com .

Requirements

About the Role

CloudBees is the hub of enterprise Jenkins and DevOps, providing companies with smarter solutions for accelerating the development and delivery of the software that fuels their business.

CloudBees is looking for a Strategic Account Executive on the West Coast/on Pacific Time to join our CloudBees sales organization. This role will be responsible for developing and executing strategic account plans across a portfolio of high-value enterprise organizations, with a focus on driving new business, expanding existing relationships, and positioning CloudBees as a long-term strategic technology partner.

The ideal candidate will have a strong track record of selling complex software solutions into enterprise organizations in the United States and the ability to engage credibly with senior technology and business leaders. They will combine commercial drive with strong business acumen, using a deep understanding of customer priorities, technology strategies and business challenges to identify opportunities, build executive relationships and develop high-value solutions.

This role will own the end-to-end account strategy, from identifying and prioritizing target accounts and mapping key stakeholders through to developing multi-threaded engagement strategies, building compelling business cases and closing complex enterprise opportunities.

What You'll Do

• •Develop and execute strategic account plans for high-value enterprise customers and prospects, identifying growth opportunities, whitespace and areas for deeper CloudBees engagement.
• •Build trusted relationships with C-suite, senior IT, engineering and business executives, positioning CloudBees as a strategic partner rather than simply a technology vendor.
• •Develop a deep understanding of each account's business priorities, technology landscape, transformation agenda and key challenges, translating these into CloudBees opportunities.
• •Create and manage multi-year account growth strategies, balancing new-logo acquisition, expansion, cross-sell and long-term customer value.
• •Map and influence complex stakeholder environments, building multi-threaded relationships across technical, commercial and executive audiences.
• •Lead complex enterprise sales cycles using the MEDDPICC framework, ensuring opportunities are commercially and strategically qualified.
• •Build compelling TCO, ROI and financially justified business cases that demonstrate measurable customer value.
• •Proactively identify and create opportunities within named strategic accounts through research, executive engagement, networking and targeted prospecting.
• •Own the account pipeline and sales strategy, maintaining a clear view of opportunity progression, risks, competitive positioning and next steps.
• •Present and demonstrate CloudBees' value proposition in the context of the customer's broader technology and business strategy.
• •Partner closely with Regional SIs, AWS and GCP to develop joint account strategies and create opportunities within strategic customers.
• •Act as a senior commercial advisor to customers, bringing insight into DevOps, software delivery and enterprise technology trends.
• •Collaborate cross-functionally with Sales Engineering, Customer Success, Marketing, Product and Leadership to develop and execute account strategies.
• •Represent the voice of the customer internally, using customer insight to influence CloudBees' approach to strategic accounts and opportunities.

Requirements

• •Typically 8-10+ years experience in enterprise IT or software sales experience in the United States.
• •Ideal candidate will have experience within the fields of DevOps related software, Java middleware and/or open source software.
• •Experience in selling complex deals into multiple stakeholders in the organizations with demonstrated TCO/ROI, financially justified business case proposal experience.
• •A proactive, hands-on individual able to command the respect of the entire organization through leadership, intelligence, coachability and adaptability, integrity, curiosity, creativity, hard work and presence.
• •Team player - track record of building positive relationships with peers and others within the company.
• •Practical experience with MEDDPICC deal qualification framework.
• •Continuous and thoughtful listener and communicator; able to learn from customers and leverage input.
• •Proven track record of over-achieving sales goals.
• •Understanding of Salesforce.com and other sales tools (SalesLoft, 6sense, etc.).
• •Customer Obsessed — You treat customer problems as your own and build relationships with the people behind the logo, not just the account. You can point to decisions you changed because of what a customer told you.
• •High Agency — You own problems beyond your job description and move without waiting to be asked. When the path isn't defined, you make the call and bring people with you rather than working around them.
• •Truth Seeking — You hold a strong point of view and update it when the data says otherwise. You argue for the best answer regardless of who's in the room, and once a decision is made, you commit to it fully.
• •Hard Work — You own the end result, not just your slice of it, and you go beyond what's expected to get there. You work smart as well as hard, and you find real reward in building something demanding alongside people who do the same.
• •Ship Excellence — You hold a painfully high quality bar and keep raising it, while shipping with urgency instead of waiting for perfect. Every iteration is something you learn from.
• •Direct Feedback — You give honest, constructive feedback regardless of seniority or tenure, and you actively ask for it in return. You deliver it with enough care that people want to hear it from you.

Compensation & Benefits

In accordance with applicable law, the following represents a reasonable estimated compensation range for this role: the estimated pay range for this role is $260,000 - $300,000 annually (OTE). Actual compensation will be determined based on skills, experience, and geographic location and may be more or less than the amount shown above. Compensation for this role is base compensation + commission. Compensation shown is reflective of on target earnings (OTE).

What CloudBees Offers

• •Time that's actually yours. Our BEE-Flexible PTO policy folds vacation, sick time, and personal days into one unlimited plan. Plus paid U.S. holidays and 2 dedicated Bee-Giving Days to volunteer for a cause you care about.
• •Health coverage from day one. You're eligible on your start date, not 90 days in. Choose from medical, dental and vision options designed to support your healthcare needs. Choose a