Job Description

Your first job is to win. You will not win every deal, but you must never be outsold.

groundcover has built a radically different approach to cloud-native observability that competitors can’t match. As part of our Sales team, you won’t just sell a product, you’ll help show engineering and operations teams why groundcover is the clear, modern choice.

About groundcover

groundcover is a fast-growing Series C startup delivering the industry’s most modern observability platform for cloud-native environments. Powered by BYOC and eBPF and designed for Kubernetes from day one, our platform delivers full stack observability with dramatically lower cost, operational overhead, and complexity.

As systems evolve toward AI-powered services and LLM-based applications, observability must evolve with them. groundcover is built for this reality, enabling teams to understand performance, reliability, and behaviour across microservices, infrastructure, and AI workloads.

The role

As an Account Executive, you will take groundcover’s game-changing, cost-effective, value-driven observability solution to market in EMEA. You will work with an EMEA leader who has built, scaled and successfully exited businesses multiple times, learn a proven go-to-market and sales execution playbook first-hand, and be expected to apply it, improve it and help build a winning organisation.

This is initially an onsite role in our London office.

How we work

We are building a high-performance team where success is expected and everyone is responsible for the culture. We value continuous learning and people who go the extra mile for customers and colleagues, challenge assumptions, seek feedback and raise the standard for the whole team.

We believe it is okay to fail… once. Take intelligent risks, own your mistakes, learn quickly and try not to repeat them. Compete relentlessly, prepare thoroughly and take personal responsibility for the outcome. Losing a deal can happen; being outworked should not.

You will:

• Build a plan to exceed your quota, then forecast, negotiate and close to beat it
• Focus heavily on outbound prospecting: a minimum of 3 new meetings per week, with a goal of building 3x pipeline against quota
• Beat the competition
• Learn and use MEDDICC
• Build champions and strong relationships with prospects and existing clients
• Drive joint efforts with SDR and SE to close initial deals, then expand groundcover’s footprint into different teams and additional business units
• Conduct market research and competitor analysis to identify potential clients and market trends
• Collaborate with internal teams to deliver effective solutions and meet client needs
• Provide exceptional customer service and address client concerns or issues
• Monitor and report on sales activities, pipeline and performance metrics in CRM
• Share what works and support your colleagues

Requirements

Requirements

• 3+ years of experience as a sales hunter in a start-up/scale-up SaaS company with a focus on new logo acquisition
• At least 1 year of previous experience as a successful BDR/SDR
• Proven experience with the EMEA market
• Proven and consistent track record of meeting and exceeding sales quotas
• Evidence that you have built champions
• Degree educated, combined with street smarts
• Ability to travel across EMEA (face-to-face customer meetings) and to the USA
• Evidence of being competitive and succeeding, with genuine accountability for your results
• Intellectual curiosity and a growth mindset: you seek coaching, ask sharp questions and keep developing your sales and technical understanding
• Excellent communication and negotiation skills and a strong understanding of the industry and market dynamics
• Self-motivated, proactive, and able to work effectively both independently and as part of a team
• Open to change: this is a hyper-scale opportunity and things will move fast

Bonus

• Experience selling Log Analytics/Monitoring/APM
• Experience selling cloud technologies (AWS/GCP/Azure)