Account Executive - Enterprise
Tigera provides Calico, a unified network security and observability platform to prevent, detect and mitigate security breaches in Kubernetes clusters. Tigera’s open-source offering, Calico Open Source, is the most widely adopted container networking and security solution.
Powering more than 100M containers across 8M+ nodes in 166 countries, Calico software is supported across all major cloud providers and Kubernetes distributions, and is used by leading companies including Discover, Chipotle, NBCUniversal, HanseMerkur, Box, Siemens Healthineers, Playtech, Royal Bank of Canada, and Bell Canada.
As our team grows, we are looking for colleagues who not only share our passion for this work and growing our company, but who will also strengthen our company values and help ensure that Tigera remains a great place to work. At our core, our focus is on our customers, who are the heroes of our story; on aiming high and staying nimble in how we get there; on continuous learning to drive our success; and on respecting, collaborating, and supporting each other on a daily basis.
If you are looking to help make a substantial impact, and our values and products align with your vision of your career growth, we want to hear from you!
We are seeking a high-performing Enterprise Account Executive with a "hunter" mentality to drive enterprise-level growth. You will be responsible for the end-to-end sales lifecycle, from initial outbound prospecting to complex technical negotiations and final contracting. This role requires a deep understanding of Cloud Native technologies and the ability to navigate multi-stakeholder environments within the Fortune 500.
This role is hybrid based in Vancouver, BC.
Salary range: C$200-220K OTE
Key Responsibilities:
- Full-Cycle Ownership: Chaperone opportunities from cold outreach and intro presentations through technical evaluations to final procurement.
- Strategic Prospecting: Build and execute a territory plan using a modern stack (LinkedIn SalesNav, Gong, Reo.dev, Lusha) to maintain a robust pipeline.
- Value Alignment: Translate complex technical pain points into clear value propositions, specifically aligning Tigera’s security solutions with prospect needs.
- Executive Navigation: Confidently negotiate with technical architects, Platform Directors, and C-Suite executives.
- Cross-Functional Collaboration: Partner with Finance and Legal for deal execution while simultaneously managing the technical sales motion with engineers.
Qualifications & Skills
- Experience: 5+ years of outside sales experience, specifically managing complex, multi-stakeholder enterprise deals.
- Sales Rigor: Expert-level application of the MEDDPICC methodology.
- Technical Literacy:
- Deep knowledge of Cloud Native Technologies & Security.
- Familiarity with OCP, SUSE, Azure, AWS, GCP, Mirantis, and VMware, and related cloud-native security tools.
- Existing contacts of cloud, enterprise, and architectural decision makers at NA Enterprises.
- Bonus: Knowledge of AI/Agentic governance, security, and infrastructure.
- Proven Track Record: A documented history of exceptional quota attainment in a startup or high-growth environment.
- Adaptability: Proven ability to operate effectively in both direct and partner-led sales motions.
Why You’ll Succeed
You thrive in the "grey area" of a startup environment. You are comfortable selling highly technical, complex solutions and don't shy away from the technical grit required to win over a Cloud Architect, yet you possess the polish to close a deal with a CFO.
With offices in San Francisco, San Jose, Vancouver (Canada), Cork (Ireland), and London (England), we have a thriving team of diverse individuals from all over the world. We believe in a collaborative, flexible work environment based on respect for, and commitment from, every employee. We also offer a competitive compensation package along with full health, vision, and dental benefits. These benefits, coupled with an amazing team of individuals who believe in our mission and value openness, collaboration, and teamwork, make Tigera an awesome place to work.