Account Executive (ASEAN)

IndiaRemoteFull-timemid

SalesAccount Executive

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Quick Summary

Key Responsibilities

Manage the full sales cycle Lead opportunities from initial conversations and prospect engagement through negotiation and closing. Manage complex, multi-stakeholder enterprise sales processes.

Requirements Summary

Manage the full sales cycle Lead opportunities from initial conversations and prospect engagement through negotiation and closing. Manage complex, multi-stakeholder en

Technical Tools

SalesAccount Executive

We are seeking an experienced Account Executive to drive commercial and enterprise sales across the ASEAN region, including Singapore, Malaysia, and other Southeast Asian markets. In this role, you will engage directly with founders, engineering leaders, CTOs, and technical decision-makers to introduce innovative developer-focused solutions. You will manage the entire sales cycle, from prospecting and technical discovery to negotiation and closing. Working closely with Sales Engineers, Product teams, cloud providers, and regional partners, you will help customers understand how the platform fits into their technology ecosystems. You will take ownership of your territory strategy, pipeline development, and revenue forecasting while navigating complex enterprise requirements. This is an opportunity to shape regional sales strategy within a remote, globally distributed, and open-source-driven environment.

As an Account Executive, you will take ownership of regional sales performance and build strong relationships with technical and business stakeholders. Your responsibilities will include:

Manage the full sales cycle
- Lead opportunities from initial conversations and prospect engagement through negotiation and closing.
- Manage complex, multi-stakeholder enterprise sales processes.
- Balance fast-moving commercial opportunities with longer enterprise sales cycles.
- Drive technical discovery and customer engagement
  - Conduct technical discovery sessions and connect customer needs to measurable business outcomes.
  - Explain how the platform integrates into customers' existing technology stacks and identify solutions it can replace or complement.
  - Engage confidently with founders, CTOs, engineering leaders, and platform teams.
  - Coordinate cross-functional sales activities
    - Partner with Sales Engineers and Product teams to deliver demonstrations, proofs of concept, and architecture reviews.
    - Collaborate with cloud providers, particularly AWS, as well as regional partners and resellers to generate and advance opportunities.
    - Coordinate smooth customer handoffs to Customer Success to support onboarding, retention, and account expansion.
    - Own territory strategy and enterprise relationships
      - Develop and execute territory plans covering pipeline generation, account prioritization, and revenue forecasting.
      - Navigate data residency, security, procurement, and legal discussions with enterprise and public sector customers.
      - Identify opportunities across multiple countries and time zones while allocating time and resources effectively.

Requirements

~2 min read

The ideal candidate combines a proven record of sales performance with strong technical knowledge and the ability to operate independently across a diverse regional market. The following qualifications are expected:

Professional experience
- At least 5 years of experience in a technical sales role.
- Background selling developer tools, databases, cloud infrastructure, or open-source solutions is strongly preferred.
- Demonstrated success consistently exceeding sales quotas, with the ability to explain and substantiate performance results.
- Experience closing both fast-paced commercial deals and complex enterprise opportunities involving procurement, security, and legal stakeholders.
- Technical and commercial expertise
  - Sufficient technical fluency to hold credible conversations with engineers without requiring a Sales Engineer in every interaction.
  - Ability to communicate product value and connect technical capabilities to business needs.
  - Confidence engaging with founders, CTOs, engineering leaders, and platform teams.
  - Regional and strategic capabilities
    - Strong judgment in managing a territory spanning multiple countries and time zones.
    - Ability to build account strategies, develop pipelines, and manage forecasts independently.
    - Self-motivation, adaptability, and comfort working in an environment where processes and sales playbooks are continuously evolving.
    - Additional assets
      - Experience with PostgreSQL or competing backend and database platforms.
      - An established network within the ASEAN startup, scale-up, and developer ecosystem.
      - Familiarity with cloud marketplace and co-selling strategies, particularly AWS.
      - Knowledge of regional compliance requirements, including Singapore's PDPA, Malaysia's PDPA, and regulatory expectations in financial services and government sectors.