About this opportunity
WALT Labs lists this Account Executive opportunity in the woodlands, Texas. Review the employer’s description below for duties, qualifications and application requirements.
Job description
WALT Labs is looking for a driven, full-cycle Account Executive to join our growing Sales team and own new business acquisition across the Companion OS platform. In this role, you will be responsible for the entire sales motion — from identifying and prospecting target accounts, through discovery, solution design, and negotiation, to closing. You will be the primary revenue driver for net-new logos, selling our flagship Cloud Companion (FinOps and cloud cost optimisation) as well as the broader Companion OS suite to SMB and mid-market buyers.
About the Team
WALT Labs is looking for a driven, full-cycle Account Executive to join our growing Sales team and own new business acquisition across the Companion OS platform.
What You'll Do
Own the full sales cycle — from outbound prospecting and cold outreach through discovery, demo, proposal, negotiation, and signed contract. You close your own deals.
Build and manage a pipeline of SMB and Mid-Market accounts targeting CTOs, CFOs, Cloud/IT Directors, and VP-level buyers who struggle with cloud spend visibility, cost optimisation, and managed services.
Lead consultative discovery conversations that map prospect pain points to the measurable business outcomes delivered by Cloud Companion and the Companion OS platform — translating technical value into ROI-driven business cases.
Collaborate with Solutions Engineering and the Customer Success team to design compelling demonstrations and proposals that win competitive deals.
Maintain accurate pipeline hygiene and forecasting in the CRM (Sales Companion), ensuring deal stages, activity logs, and close dates reflect reality.
Cultivate and manage relationships with hyperscaler field sales teams, resellers, and channel partners who refer, co-sell, and loop WALT Labs into active deals and warm leads — building a reliable partner-sourced pipeline alongside your self-generated outbound. You treat partner-sourced opportunities with the same rigour as self-sourced pipeline.
Represent WALT Labs at industry events, partner programmes, and FinOps community forums to build brand presence, deepen partner relationships, and generate top-of-funnel opportunities.
Feed market intelligence, buyer objections, and competitive insights back to Product and Marketing to sharpen positioning and roadmap priorities.
What We're Looking For
5+ years of full-cycle B2B SaaS or cloud sales experience, with a demonstrable track record of closing net-new logos — not just expanding existing accounts.
Proven ability to run complex, multi-stakeholder mid-market deals from cold outreach to signed contract, typically ranging from $50K–$500K ACV.
Proficiency in consultative selling methodologies (MEDDIC, Challenger, SPIN, or similar) — able to build compelling business cases for technical and financial buyers.
Strong understanding of cloud infrastructure, cloud cost management, or FinOps concepts — enough to credibly lead conversations with Cloud/IT and Finance leadership.
Experience with CRM platforms for pipeline management, forecasting, and activity tracking.
Nice to Have
Experience selling to buyers in hyperscaler cloud environments — familiarity with committed use discounts, cost anomaly detection, and managed services motions.
Existing relationships with hyperscaler field sales reps, resellers, or channel partners — and a track record of working co-sell motions where partner-sourced leads flow directly into your pipeline.
Existing network within the FinOps, cloud infrastructure, or managed services ecosystem.
Familiarity with FinOps Foundation principles and the language of cloud financial management.
Experience at a high-growth startup or scale-up where territory and process were not fully defined — you built the playbook as you went.
Compensation
Base + Uncapped Commission
#J-18808-Ljbffr
Who can apply
Review the original listing for work authorization, qualifications and employer requirements.