Account Executive

Account Executive

Role Overview

Kelaca is recruiting three experienced Account Executives to drive net-new enterprise sales across three growth domains: Application Security, DevOps and Testing. You will own the full sales cycle for high-value software solutions – from prospecting and discovery through solution design, negotiation and close – with a primary focus on landing new logo customers and building trusted, long-term relationships.

You will partner closely with a dedicated Systems Engineer and cross-functional teams to shape and win complexopportunities in the software delivery lifecycle.

Purpose of the role

The purpose of this role is to win and grow net-new enterprise customers for our client’s Application Security, DevOps or Testing solutions. You will:

• Build and manage a disciplined new-logo pipeline.
• Run structured, value-led sales cycles using proven methodologies.
• Translate technical capabilities into clear business outcomes for senior stakeholders.
• Establish the client as a trusted partner across the software delivery lifecycle.

Key responsibilities

• Own end-to-end new-logo sales within your chosen domain (Application Security, DevOps, or Testing).
• Identify and target enterprise prospects, building and refreshing a healthy outbound and inbound pipeline.
• Run focused discovery to understand business drivers, technical context and decision criteria.
• Work with a Systems Engineer to design and deliver compelling demos, evaluations and solution narratives.
• Progress opportunities through each stage of the sales process using frameworks such as MEDDPICC or Commandof the Message (or similar).
• Negotiate commercial terms that balance customer value and sustainable growth.
• Maintain accurate forecasts, CRM hygiene and deal documentation to support reliable reporting.
• Collaborate with Marketing, Product and Customer Success to align campaigns, messaging and hand-offs.

What success looks like

Over the first 12–18 months, success will be measured by:

• Consistent conversion of qualified opportunities into new-logo wins.
• A strong, well-qualified pipeline and disciplined pipeline management.
• Accurate, data-driven forecasting and clear communication of deal risk and timing.
• Executive-level relationships within your domain and target accounts.
• Evident command of the client’s propositions and how they fit into SDLC / DevSecOps environments.
• Productive collaboration with internal teams that reduces friction in the buyer journey.

Knowledge & tools

You will bring, or quickly develop, credible knowledge of:

• Application Security, DevOps or Testing solutions and how enterprise buyers evaluate and purchase them.
• Key concepts in the software development lifecycle, including where security, testing and quality practices fit.
• Enterprise sales methodologies such as MEDDPICC and/or Command of the Message (or similar), and how to apply them consistently.
• CRM and sales enablement tools to manage pipeline, forecast accurately and capture deal intelligence.

Experience & capabilities

The role requires a blend of commercial, consultative and interpersonal strengths, including:

• Enterprise sales experience : a track record of owning full-cycle, net-new enterprise deals in software ortechnology.
• Executive communication : able to lead concise, outcome-focused conversations with senior stakeholders andboards.
• Influence and negotiation : comfortable shaping complex decisions and navigating multi-stakeholder buyinggroups.
• Ownership mindset : takes full accountability for territory, pipeline health and deal progression.
• Collaboration : works eff ectively with technical counterparts and cross-functional partners to deliver a cohesiveprospect experience.
• Resilience : maintains pace, judgement and motivation in a fast-moving, competitive environment.

Operating environment & ways of working

You will operate in a focused new-logo sales environment with clear expectations around preparation, qualification and follow-through. The motion is collaborative: you will partner with a Systems Engineer, Product, Customer Success and Marketing to shape opportunities and ensure a smooth hand-off into delivery.

The culture values structured selling, thoughtful qualification and honest, data-driven forecasting over short-term wins.

Employee value proposition

This role offers the opportunity to:

• Own end-to-end new-logo sales in high-growth domains (Application Security, DevOps, or Testing).
• Work closely with senior leadership and a small, specialist team where your impact is visible.
• Build deep domain expertise in markets that are strategically important and evolving quickly.
• Develop your craft as an enterprise seller through access to structured methodologies and cross-functionalcollaboration.

Location & working pattern

• Location : Raleigh, North Carolina. Hybrid – typically in the office four days per week, standard business hours.
• Travel : Occasional travel to customer sites and key industry events as required.

If you are an experienced enterprise seller who enjoys owning the full sales cycle, partnering with technicalcounterparts and building new relationships in evolving software markets, we would like to hear from you.