Account executive

Fullstory's behavioral data is no longer just powering dashboards and session replay. It's becoming core infrastructure for how our customers build and debug AI-driven products. We're hiring an Enterprise Account Executive who can sell both stories: the enterprise analytics value Fullstory has always delivered, and the more technical conversation about how that same data helps engineering, product, and ML teams understand what their AI is actually doing in production. This is a complex, full-cycle Enterprise sales role that requires speaking credibly to both business and highly technical buyers.

• Own an Enterprise territory, responsible for business development, client engagement, and generating both new customer contracts and expansion revenue within existing accounts.
• Build and execute long-term account plans for acquiring and growing accounts, grounded in a thorough understanding of the Enterprise sales cycle.
• Actively prospect new business through cold calling, cold emailing, LinkedIn outreach, and your own network.
• Engage credibly with both business and technical stakeholders, including engineering, product, data, and ML teams, articulating how Fullstory's behavioral data supports their goals, from customer experience to AI development.
• Partner with Solutions Engineering, Professional Services, and Customer Solutions Engineering to run value-based, technical evaluations and demonstrations.
• Manage pipeline accurately using our sales tools, with strong forecasting and deal-stage discipline.
• Use AI tools daily to research accounts, personalize prospecting outreach, and summarize deal activity and next steps.

• 3–5 years of quota-carrying SaaS closing experience selling into Upper Mid-Market or Enterprise accounts, ideally to stakeholders in Product, Engineering, Data, or AI/ML organizations.
• Experience closing six-figure deals with multiple stakeholders, building relationships and multithreading across both business and technical buyers.
• Track record of quota attainment, including both net-new and expansion revenue, at an annual quota of $1M+.
• Comfort running or supporting value-based technical demonstrations and evaluations, with working knowledge of (or demonstrated ability to quickly ramp on) observability, LLMOps, or AI/ML concepts.
• Proven ability to both source and qualify net-new business and drive expansion within current accounts.

• The base salary for this position ranges from £100,000 - £105,000 GBP. Including the base salary, this role has an OTE (on-target earnings) of £200,000 - £210,000 GBP. Total compensation will vary based on relevant experience, qualifications, and market conditions.
• We also offer a flexible PTO policy and an annual company-wide closure, along with federal holidays.
• Fullstory offers sponsored benefit packages for US-based Fullstorians, and supplemental coverage options for international Fullstorians.
• We provide professional development opportunities through training programs and an annual learning subsidy for US and EMEA-based employees.
• US and EMEA-based Fullstorians receive a monthly productivity stipend.
• Connect with fellow Fullstorians through team off-sites and an annual full-company meet-up.
• Fullstorians balance the needs of their growing families without the added stress of figuring out work and finances.
• Bereavement leave, including miscarriage/pregnancy loss. Take the time to grieve and help your loved ones.