Enterprise Sales Development Representative (New Logo) - Observability

About OpenObserve: OpenObserve is a fast-growing, developer-forward observability platform built for modern, high-scale systems. We help engineering teams ship faster and sleep better by making logs, metrics, and traces simpler, faster, and far more cost-efficient. Our cloud-native architecture and smart indexing deliver real-time insights without complexity or runaway costs.

Backed by Nexus Venture Partners and Dell Technologies Capital, the open-source project has over 22K GitHub stars and 10K active deployments. Our customers include some of the largest engineering organizations globally, choosing OpenObserve to unify observability, cut spend, and accelerate incident response.

Our culture is product-obsessed, customer-driven, and emphasizes high ownership. We move quickly, value clarity, and encourage big swings.

About the Role:

Reporting directly to the Chief Revenue Officer, this is a new-logo enterprise role focused on converting large accounts that have never purchased from OpenObserve. Deals range from five to six figures in ARR, involving multiple stakeholders, security reviews, and procurement processes.

Most target accounts already pay Datadog, Splunk, or Elastic but are dissatisfied with their current solutions. Many already use our open-source version. Your mission is to identify entry points, build compelling business cases, and secure the first contract.

This is a hunting role, not account management. You’ll source most of your own pipeline, manage deals end-to-end, and contribute to shaping the enterprise playbook.

Target quota: $1M–$1.2M ARR in new-logo bookings. OTE: $220K–$280K (50/50 split), plus equity.

What You’ll Own:

• Territory and Account Planning: Own a defined territory of enterprise accounts. Prioritize based on observability spend, incumbent renewal dates, and existing open-source usage. Maintain a written plan for top accounts.

• Pipeline Generation: Source the majority of your pipeline through executive outreach, events, community, and partnerships. Collaborate with the SDR team on account-based plays instead of relying on inbound leads.

• Multi-threaded Selling: Build relationships across all levels of the account, from engineers to VPs of Infrastructure, CTOs, and CIOs. Identify champions and economic buyers, keeping both engaged.

• Full-cycle Ownership: Lead deals from the first meeting through technical discovery, POC, security review, procurement, legal, and close. Coordinate with solutions engineering, executive sponsors, and legal teams.

• Competitive Displacement: Win accounts currently using Datadog, Splunk, or Elastic. Time your approach to their renewal cycles and propose phased migrations that customers believe they can execute.

• Business Case Development: Convert OpenObserve’s cost and performance advantages into TCO and ROI models that hold up against finance and procurement scrutiny.

• Land with a Path to Expand: Size the initial contract to secure the win, whether it’s for one team, use case, or region, and set up the account for future growth.

• Forecasting: Qualify deals using the MEDDPICC framework and maintain accurate pipeline and forecast data in HubSpot. Enterprise cycles are long, so we rely on your judgment for quarterly forecasts.

• Market Feedback: Share insights from enterprise buyers with product, marketing, and leadership to refine positioning and roadmap.

What We’re Looking For:

This role is for a self-driven seller who thrives in early-stage environments and can build deals from scratch. We seek someone who is part strategist, part storyteller, and part problem-solver.

• 4+ years of full-cycle B2B software sales experience, including 2+ years closing new logos in enterprise accounts.

• Track record of hitting or exceeding quota over multiple years, with specific new-logo wins. Be prepared to discuss how you secured access, identified key stakeholders, and overcame deal-killers.

• Experience selling devtools, infrastructure, cloud, or observability to engineering and platform organizations.

• Ability to manage multi-stakeholder deals, including security reviews, procurement, and legal redlines, without losing momentum.

• Self-starter and skilled prospector who builds pipeline independently and isn’t reliant on inbound leads.

• Technical understanding of Kubernetes, cloud costs, log pipelines, and monitoring architecture. While you don’t need to write code, you should be able to hold conversations with engineers.

• Strong communication skills with executives. Comfortable presenting cost models to CIOs or CFOs and whiteboarding with SRE leads.

• Sharp and intellectually curious, with a knack for deep account research, insightful questioning, and deal discernment.

• Thrives in early-stage environments, comfortable with ambiguity and energized by building processes from the ground up.

• Proven track record of selling value.

What We Offer:

• Impact: Early seat on the enterprise team with direct access to the CRO and significant influence on how we sell to large accounts.

• Compensation: $250K–$300K OTE, uncapped commission, and meaningful equity.

• Support: Solutions engineering backing on every evaluation, with founders and executives actively involved in your deals.

• Product: Sell an open-source-rooted product with clear technical differentiation and customers who love it.

• Benefits: Full benefits, flexible schedule, and unlimited PTO.

• Growth: Paths to strategic accounts or leading the enterprise team as we scale.

Location:

Remote, United States. Requires timezone overlap for core collaboration hours. Expect regular customer interactions with approximately 25% travel for meetings, events, and team offsites.