Account Executive — Observability

About Critical Element

Critical Element is a Grafana Partner and Reseller. We design, build, and run Grafana stacks for engineering and platform teams. Our team brings 15+ years in observability across Grafana, Splunk, Cribl, and AppDynamics.

About the Role

Critical Element is seeking an Account Executive to grow our observability business through sales of software, consulting, and professional services. As a reseller and services partner, we help enterprise customers select, implement, and get more value from their observability investments.

This role sells directly to customers and builds relationships with OEM vendor sales teams. The ideal candidate understands the observability market, connects customer needs to business outcomes, and earns vendor reps' trust as a partner who helps them win deals and deliver successful customer engagements.

What You'll Do

• Build and manage a pipeline of software, consulting, and professional services opportunities.
• Sell directly to enterprise customers, from prospecting and discovery through negotiation and close.
• Position Critical Element services and consulting with OEM vendor reps to generate referrals and joint opportunities.
• Build relationships with vendor account executives, sales engineers, and partner teams.
• Identify customer challenges and connect them to the right software and services.
• Collaborate with our technical teams to scope engagements, develop proposals, and communicate value.
• Coordinate customer and vendor stakeholders throughout the sales process, including deal registration and quoting.
• Maintain accurate forecasts and CRM records, and support a smooth handoff to delivery teams.
• Expand customer relationships through renewals, additional services, and broader software adoption.

What We're Looking For

• Experience selling enterprise software, consulting, or professional services in a reseller or partner environment.
• General understanding of observability and experience selling solutions that address monitoring, application performance, or service reliability.
• Ability to sell services and business outcomes alongside software.
• Experience working directly with customers and OEM vendor sales teams.
• Strong discovery, relationship-building, presentation, and negotiation skills.
• Ability to manage multiple opportunities and coordinate internal and external stakeholders.
• Self-starter with a customer-first mindset and a track record of meeting sales goals.

Preferred Qualifications

• Familiarity with Grafana or other observability platforms and their partner ecosystems.
• Established relationships with observability vendor reps or enterprise technology buyers.
• Experience developing joint account plans and selling implementation, migration, or advisory engagements.

Why You'll Love It Here

• Help enterprise customers improve visibility, reliability, and the value of their technology investments.
• Build relationships across customers, software vendors, and experienced delivery teams.
• Sell a combination of software and expert services that addresses real customer needs.
• Grow your career in the observability market.

This role is open to candidates based in the United States. We are not able to sponsor visas at this time.