Sales, Business Development, Sales Development Rep​/SDR

Position: Open
Job Description

About Us:

Open Observe is a rapidly growing open-source observability platform challenging traditional vendors like Splunk, Datadog, and Elasticsearch. With over 14,000 Git Hub stars, 2,900+ self-hosted deployments globally, and 8,400+ cloud users, we're revolutionizing how companies handle logs, metrics, traces, and overall observability. Our success includes replacing legacy solutions at Fortune 10 companies, demonstrating our enterprise-grade capabilities. Join us in revolutionizing the observability space and helping companies gain better insights into their systems and applications.


The Role:

We have reached product-market fit and we are looking for our first sales hire to build our enterprise sales motion from the ground up. You will work directly with the founding team to shape our go-to-market strategy. As the first member of our sales team, you also will work closely with our CEO to qualify, develop and drive all sales opportunities, from mid-sized prospects to the Fortune 10.

This role is an exciting opportunity for someone looking for a formative role in a rapidly growing, successful team. This role reports directly to our CEO.


Key Responsibilities:

• Own full-cycle enterprise sales from prospecting to closing deals, from mid-sized $50,000 deals to large deals over $250,000 ARR
• Manage multiple deals concurrently for both cloud and self-hosted enterprise offerings, employing a consultative sales style by explaining the value and impact of our product.
• Work on converting our thousands of open-source users and community members into enterprise customers, while taking the learnings from each conversion to build a streamlined sales process.
• Collaborate with our Developer Relations and Engineering teams to understand and communicate product value to cold prospects and warm leads
• Build relationships with the technical decision-makers (SREs, Platform Engineers, Dev Ops) within each prospect.
• Build the enterprise sales processes, documentation, and playbooks from scratch as our first sales hire
• Contribute to our product strategy and pricing strategy based on market feedback
• Navigate complex enterprise procurement processes and security reviews

Requirements

• You have 5+ years of developer focused enterprise sales experience, with proven success driving deals over $250,000 ARR from prospecting to closing. Bonus points if you have specifically closed deals for observability, monitoring, or infrastructure software or Dev Ops tools.
• You have experience selling both cloud services and self-hosted software
• You have a strong understanding of our client base, and you come with a ready list of contacts and ideas on where to prospect first
• You have a strong track record of exceeding quota in previous roles
• You have a strong technical aptitude with the ability to engage with technical buyers
• You have experience working with open-source communities and product-led growth motions
• You have seen a sales team in the early days and have strong, proven ideas as to how to build our sales processes from scratch
• You have world class communication skills with the ability to explain complex technical concepts to both technical and non-technical audiences
• You are self-motivated with excellent time management and prioritization skills.
• You have a strong bias toward action and love getting things done

Benefits

• The opportunity to be the first sales hire at a fast-growing open-source company
• Competitive base salary and uncapped commission structure
• Equity in a rapidly growing company
• Chance to work directly with the founding team
• Flexible, remote-first work environment
• Comprehensive health benefits
• Professional development opportunities

Salary
:
Base salary of $150,000 plus $150,000 commission for meeting 100% of quota, plus uncapped commission structure and accelerators above 100% quota plus generous startup equity