---
title: 'Account Executive (SMB/Commercial) at OpenObserve Inc.'
canonical: 'https://feeny.ai/job/account-executive-smb-commercial-openobserve-inc-united-states-6gt4yak7t3hb'
type: 'job'
last_seen: '2026-09-11'
---

# Account Executive (SMB/Commercial) at OpenObserve Inc.

- **Company:** OpenObserve Inc.
- **Location:** United States
- **Employment:** full-time
- **Work type:** remote
- **Posted:** 2026-04-07
- **Last confirmed live:** 2026-09-11
- **Apply:** https://jobs.ashbyhq.com/openobserve-careers/67feae33-d1ab-46c4-9e21-108852f6261b

## Job description

## ABOUT US

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 radically simpler, faster, and more cost-efficient. With a cloud-native architecture and smart indexing, OpenObserve delivers real-time insights without the usual complexity or runaway costs—so teams can focus on building, not babysitting infrastructure. We’re backed by leading investors and trusted by innovative companies across SaaS, fintech, e-commerce, and enterprise. Customers choose OpenObserve to unify observability, slash spend, and accelerate incident response—all while improving developer experience. Our culture is product-obsessed, customer-driven, and high ownership. We move quickly, value clarity, and empower people to take big swings. If you’re energized by building category-defining products and scaling go-to-market at a startup pace, you’ll feel right at home.

## ABOUT THE ROLE

Reporting directly to the Chief Revenue Officer, this is a full-cycle Account Executive role built for a true hunter. You’ll own everything from first contact to closed-won—identifying and sourcing your own opportunities, running technical discovery, leading evaluations, and closing deals with DevOps, Platform, and Engineering leaders across SMB, commercial, and select mid-market accounts. You won’t be waiting for pipeline to land in your lap. You’ll build it. This is the right role if you’re someone who thrives on outbound creativity, gets genuinely excited by the technical problems your customers are trying to solve, and wants to be a foundational revenue hire at a company with real momentum and a product that sells itself once the right person sees it. Target quota: $500K–$750K ARR, with a mix of SMB/commercial deals and select mid-market opportunities. OTE: $150K–$200K (50/50 split), plus equity.

## WHAT YOU’LL OWN

- Pipeline generation: Self-source the majority of your pipeline through outbound prospecting—email, LinkedIn, events, community, and creative account-based plays targeting DevOps, Platform Engineering, and infrastructure leaders.
- Full-cycle selling: Run the entire deal from cold outreach through technical discovery, POC, negotiation, and close. No handoffs, no silos—you own the outcome.
- Technical discovery: Deeply understand a prospect’s current observability stack, pain points (cost overruns, Datadog sprawl, alert fatigue, Kubernetes complexity), and the business impact of solving them.
- Evaluation management: Coordinate with our Solutions Engineering team on POCs and technical validations; keep deals moving and stakeholders aligned.
- Value selling: Translate OpenObserve’s cost and performance advantages into clear business cases—ROI models, competitive comparisons, and executive narratives.
- Competitive displacement: Identify and convert accounts running Datadog, Elastic, or Splunk who are feeling the pain of cost or complexity. We win these deals regularly—you’ll learn exactly how.
- CRM hygiene: Maintain accurate pipeline, activity logs, and forecasting in HubSpot so we can build and scale the revenue function with real data.
- Market feedback: Surface insights from prospects and customers to inform positioning, product direction, and ICP refinement.

## WE’RE LOOKING FOR SOMEONE WHO

This role isn’t for someone who follows a script and calls it a day. We want someone with genuine intellectual horsepower—a person who reads a prospect’s situation, connects dots others miss, and crafts an approach that actually resonates. The best AEs we’ve seen in this space are part strategist, part storyteller, part problem-solver. If that’s you, keep reading.

- Is sharp and intellectually curious — you ask better questions than most, you study your accounts deeply, and you bring original thinking to every interaction. You don’t recycle the same email everyone else is sending.
- Has strong critical thinking — you can quickly assess a prospect’s situation, separate signal from noise, and know when a deal is real vs. when you’re being strung along.
- Is creative under constraint — early-stage selling requires invention. You’ll write your own plays, test your own ideas, and iterate based on what the data tells you.
- Has 2–5 years of full-cycle B2B SaaS sales experience, ideally selling devtools, infrastructure, cloud, or observability into engineering and DevOps organizations.
- Is a self-starter and skilled prospector who is comfortable building pipeline from scratch and isn’t dependent on inbound volume to hit quota.
- Understands the technical landscape—you don’t need to write code, but you should be able to hold your own in a conversation about Kubernetes, cloud costs, log pipelines, and monitoring architecture.
- Has competed against or sold against Datadog, Elastic, Splunk, or similar—you understand the buying dynamics, the pain points, and what it takes to displace incumbents.
- Is a confident, clear communicator across both technical and business stakeholders—from hands-on engineers to VP-level and C-suite buyers.
- Thrives in early-stage environments—you’re comfortable with ambiguity, energized by building processes where none exists, and excited about the leverage that comes with being early.
- Has a track record of hitting or exceeding quota—we want to see consistency, not just one good year.

## WHAT WE OFFER

- Impact: A foundational AE role with direct access to the CRO, real influence on GTM strategy, and a seat at the table as we build out the commercial motion.
- Compensation: Competitive base + uncapped commission + meaningful equity.
- Benefits: Full benefits, flexible schedule, and unlimited PTO.
- Product: An open-source-rooted product with genuine technical differentiation and a growing base of customers who love it. You’ll be selling something you can be proud of.
- Growth: Early hires grow fast here—paths to Senior AE, Strategic/Enterprise, or team lead as we scale.

## LOCATION

Remote. Timezone overlap for core collaboration hours required; occasional travel for events, customer visits, and team offsites.

## About OpenObserve Inc.

## Company Overview
- **One-liner**: OpenObserve is an open-source, cloud-native observability platform that unifies logs, metrics, traces, and real user monitoring into a single, high-performance solution.
- **Entity Type**: Private (Series A – $10M raised in April 2026, led by Dell Technologies Capital and Nexus Venture Partners)
- **Headquarters**: San Francisco, California, United States
- **Founded**: 2022
- **Founders**: Prabhat Sharma (Founder & CEO)

## Core Business
- Primary industry: Observability, DevOps, Platform Engineering, IT Infrastructure Monitoring
- Target customers: B2B – DevOps and platform engineering teams at startups, SMBs, and Fortune 100 enterprises. Over 6,000 organizations use the platform.
- Mission or purpose statement: To provide high-performance, unified observability for the AI era, with open standards and no vendor lock-in.

## Products & Services
- **OpenObserve Platform**: A unified observability platform (SaaS / self-hosted) that combines logs, metrics, traces, real user monitoring (RUM), dashboards, alerts, and session replay. Supports SQL and PromQL, deploys as a single binary or Helm chart, and stores data on cost-efficient object storage (S3, MinIO, GCS, Azure Blob).
- **AI SRE Agent**: Built-in AI assistant that converts natural language to SQL/PromQL, summarizes log patterns, correlates alerts into incidents, identifies root causes, and generates dashboards from plain English descriptions.
- **OpenObserve Cloud**: Fully managed, zero-infrastructure option with transparent, ingestion-based pricing (no per-host, per-user, or per-metric charges).
- **Self-Hosted Enterprise**: Free up to 50 GB/day ingestion, includes SSO, RBAC, audit trail, and federated search.

## Market Standing
- **Valuation**: Not publicly disclosed (private company).
- **Key Metric**: Total funding of **$13.6M** across two rounds (Seed $3.6M in March 2022, Series A $10M in April 2026). Annual revenue reported as **$250,000** (early-stage).
- **Notable Investors/Partners**: Dell Technologies Capital, Nexus Venture Partners, and 12 seed investors.
- **Growth Signals**:
  - 31 employees (+25% YoY headcount growth).
  - 19,000+ GitHub stars on the open-source repository.
  - Over 6,000 organizations using the platform, including Fortune 100 companies ingesting 2+ PB/day.
  - Engineering team distributed across North America and Asia (5+ time zones).
  - 140x lower storage costs than Elasticsearch, 8–10x lower total cost vs. Datadog.

## Competitive Advantages
- **Unified Single Binary**: Replaces fragmented stacks (e.g., Grafana LGTM, ELK) with one platform – no need to stitch together multiple components.
- **Cost Efficiency**: Columnar storage with Apache Parquet achieves ~40x compression; uses cheaper object storage; flat per-GB ingestion pricing with unlimited users.
- **Open Source & Open Standards**: AGPL-3.0 licensed, OpenTelemetry native, supports SQL and PromQL – no proprietary query language or vendor lock-in.
- **Performance**: Built in Rust; query engine (DataFusion) returns results on 1 PB of data in ~2 seconds; stateless architecture for horizontal scaling.
- **Built-in AI**: AI SRE Agent and natural language querying reduce alert fatigue and speed up root cause analysis – no need for separate incident management tools.

## Strategic Focus
- **Market Expansion**: Growing enterprise adoption, especially among Fortune 100 companies. Recent $10M Series A will fuel product development and go-to-market.
- **AI & Automation**: Deepening AI capabilities (MCP support, automated root cause analysis) to differentiate from legacy observability tools.
- **Open Source Community**: Continuing to build a strong community around the open-source project (19k+ stars, active contributions) to drive adoption and feedback.
- **Cloud-Native & Kubernetes**: Optimizing for Kubernetes deployments, Helm charts, and OpenTelemetry Collector integration.

## Why Work Here
- **Remote-First Culture**: Work from anywhere; distributed team across North America and Asia (5+ time zones). Offices in San Francisco and India.
- **Innovation Focus**: Encourages creative thinking, time for exploration, and experimentation. Built with modern stack: Rust, Go, TypeScript, React, Vue.js, Kubernetes, Docker, AWS, Azure, gRPC, ArgoCD, Terraform.
- **Growth Opportunities**: Dedicated budgets for conferences, courses, and certifications; continuous learning environment.
- **Inclusive & Diverse**: Team communicates in 8+ languages; inclusive culture with global perspectives.
- **Equity & Benefits**: Meaningful equity participation, competitive health benefits, and wellness programs.
- **Engineering Principles**: Performance-first, scalability by design, test-driven development, CI/CD, security at every layer.
- **Open Source Contribution**: Work on a fully open-source product; contribute back to the community.

## Sources
1. [OpenObserve Website](https://openobserve.ai/)
2. [OpenObserve Careers Page](https://jobs.ashbyhq.com/openobserve-careers/)
3. [Built In – OpenObserve Profile](https://builtin.com/company/openobserve)
4. [LinkedIn – OpenObserve](https://www.linkedin.com/company/openobserve)

## Other roles at OpenObserve Inc.

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- [Growth Marketer](https://feeny.ai/job/growth-marketer-openobserve-inc-united-states-tya3earbbzhs) — United States
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