Two Sigma Ventures

Replicated is a Commercial Software Distribution Platform. Replicated helps software vendors distribute their applications into self-hosted environments like VPC, on-prem, air gap, and more. With a suite of tools ranging from installation, to testing, to licensing and support, Replicated is the best way to operationalize and scale the distribution of Kubernetes applications into any enterprise environment.

Our customers include KNIME, Puppet, Smartbear, BigID, Swimlane, and many other fast-growing enterprise software vendors.

Replicated is committed to cultivating an efficient, respectful workplace. We know that innovation thrives on teams where diverse points of view come together to solve hard problems in ways that are just now possible. As such, we explicitly seek people that bring diverse life experiences, diverse educational backgrounds, diverse cultures, and diverse work experiences.

We are fully remote and plan to stay that way! We're open to any state in the US. In addition, for some roles, we're open to candidates in Canada, the UK, Australia, and New Zealand.

Replicated is growing our sales team! We are looking for a talented, technical Account Executive who has a proven track record of success selling to software development and product teams. Replicated “cooks for chefs” – our customers are highly technical, and sellers who know how to talk through a variety of technologies with a focus on business impact will do well here.

Given the technical depth of our platform, our Account Executives need enough depth in our ecosystem to understand their Customer’s environments and needs. With support from multiple parts of the Company you will be responsible for both bringing customers onto the platform and managing existing customer accounts. Working with a Solutions Engineer partner, you’ll be central in fostering a customer-centric culture that drives growth for the organization.

Sellers get paid for both new business acquisition and organic growth (to capture land/expand opportunities).

This role is based in the US.

What you'll be doing:

• Develop a plan for prospecting, whitespace/greenfield development, new logo acquisition, and strategic account management and growth

• Help your champions develop internal consensus and quantified impact narratives that align with customer priorities

• Execute a coordinated prospecting and pipeline growth strategy

• Maintain a pipeline of 3x quota

• Travel as-needed to conferences, customer events, and self-identify opportunities to generate pipeline at in-person events

• Work closely with strategic customers to understand their usage of Replicated to drive upsell and expansion opportunities

• Work closely with internal stakeholders from cross-functional sides of the business to ensure organizational understanding of evolving customer needs and changes in the marketplace.

• Meet or exceed quarterly and annual revenue goals

• Keep company CRM up to date and accurate

What you bring to the role:

• 5+ Years of technology sales experience in SaaS or on-prem ISVs with a consistent track record of overachievement against goals

• Strong English writing skills

• Understanding of a breadth of cloud-native technologies/DevOps practices: Kubernetes, Containerization, Virtualization, Linux, Hyperscalers (AWS/Azure/GCP) with an eye towards understanding business impact of each at a macro level

  • Bonus: Experience as a Sales Engineer selling infrastructure related products

• Startup experience: track record of building at an early stage

• Proven skills in selling to both developers and C-level

• Experience selling into Independent Software Vendors (ISVs)

• Collaborative team player who works well with the internal team and prioritizes both customer and company needs

• Curious, driven, humble and motivated by the startup environment.

In your first 30 days:

• Learning Goals

  • General Company orientation

  • Trainings: Technology / Skills / Sales Operations / Processes

  • Understand buyer personas across Product / Engineering

  • Understand Kubernetes ecosystem, clear articulable perspective on problem statements Replicated solves for

• People Goals:

  • Build strong internal network: Meetings with product owners, CRE, and senior leadership

  • Regular meetings with current Account Team members

• Performance Goals

  • Review monthly, quarterly, and annualized targets

  • Develop draft account lists/territory plan based on Replicated ICP

  • Present draft pipeline generation plan / account management plans

• Customer Goals

  • First prospective customer meeting complete

  • Meetings with 30% of customer accounts

In your first 60 days:

• Learning Goals

  • All trainings completed

  • Be able to articulate which kinds of customers benefit most from Replicated

  • Be able to draft first business case in mock customer scenario

  • Develop a deep understanding of how services/support works at Replicated

• People goals

  • Regular meetings with SE partners, establishing close relationship

  • Be able to identify when/how to bring in internal stakeholders to customer meetings

  • Meet with Senior Leadership to review evolving understanding of problem statements Replicated solves

• Performance Goals:

  • Account Plan complete

  • Net new opportunities generated (outbound)

  • 30% of pipeline generated for upcoming quarter

  • One opportunity with plan to start or in POV

• Customer Goals

  • Meetings set with 60% of customers on account list

  • Identify customers with growth potential

  • Develop plan for prioritized on-site visits with customers on account list

In your first 90 days:

• Learning Goals:

  • Identify new training or sales enablement materials that would be helpful for new sellers in this position

  • Develop deep understanding of customer stories for new prospect conversations

  • Run discovery calls solo

• People goals:

  • Weekly cadence established with SE/manager

  • Deep understanding of Customer Reliability team, when to bring in for net new customer conversation or existing customer scenarios

• Performance Goals

  • Achieve 75% of needed pipeline for subsequent 90 day period

  • Short and Long term opportunities identified

  • Regular cadence of opportunity generation across existing customers / net new accounts

• Customer goals

  • First on-site complete

  • Identify opportunities to generate pipeline/meet customers at conference or customer event

  • 90% of customers met with

At Replicated, we value our teammates as individuals who are stronger together. We offer a robust pay and benefits package that rewards employees for their contributions to our success, supports their well-being, and helps all of us create a great remote work environment.

This role is based in the US. The OTE for this role encompasses a 50/50 split and is below:

Account Executive: $320,000

This is dependent on several factors, including level, qualifications, and experience. We also offer stock options, a strong health insurance package, as well as a unique home office allowance & a professional development budget. An overview is on our careers page here: https://www.replicated.com/careers/

Not sure you meet 100% of our qualifications? Please apply anyway!

We invest in our team and love candidates who are eager to learn and grow. We have a fantastic team of highly collaborative individuals who enjoy learning, growing, and mentoring others.

OUR CORE VALUES

Care Deeply: Care deeply about the work that you do. Because of that you are constantly learning and willing to go out on a limb, challenge assumptions, go back to first principles, etc.

Longterm: Treat every interaction as part of a 30 year relationship, you’ll see everyone down the road again as customers, partners, coworkers, etc.

Curious: We're always learning and we approach everyone and every problem with curiosity. When needed we challenge assumptions, and go back to first principles.

BENEFITS

We offer strong benefits to help you stay healthy and productive. For the US, our benefits are listed below:

• Health/Dental/Vision

• Life/AD&D

• LTD/STD

• FSA

• 401K

• Stock options

• Partner perk programs

• Generous time off, we expect you to take a minimum of 3 weeks of per year

• Laptop+accessories you need to get set up

• Generous home office set up allowance or co-working space allowance - up to $10,000 per year!

• Curiosity Budget to help you keep learning and growing!

Replicated is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We encourage applicants of all backgrounds and we work to make sure that all team members have an equal opportunity to succeed.

We do not accept unsolicited assistance from any headhunters, recruitment firms or any other third party for any of our job openings. Any unsolicited resumes sent from anyone other than the candidate, in any format, to any person at Replicated, will be considered Replicated property. Replicated will NOT pay a fee for any placement resulting from the receipt of an unsolicited resume.

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