Doppler

Role Description This role is fully remote and requires West Coast hours (Pacific Time). Candidates located on the West Coast are strongly preferred. As an Account Executive, you will be the driving force behind revenue growth. You will wear multiple hats, engaging both internally with the Doppler team and externally with users to continuously improve our sales processes and strategies. You’ll be constantly iterating and helping build the playbook for future members of the sales team. Most importantly, you’ll address prospect pain points and clearly convey the value and impact of Doppler. As an Account Executive, you'll own the full sales cycle across a mid-market and enterprise book of business. You'll spend most of your time talking to engineers, DevOps leads, platform teams, and the engineering leaders who oversee them. Understanding what they do and why it matters is how you earn their trust and move deals forward. Ownership of each deal is yours from first meeting through signed contract, with blockers surfaced proactively and next steps always defined. You will collaborate closely with Sales Development and Sales Engineering throughout the sales cycle, and partner with Marketing and Engineering on GTM initiatives and product launches. If you thrive in a dynamic startup environment, enjoy selling, and are looking for high-impact growth opportunities, this is the right role for you. Qualifications - 4+ years of full-cycle SaaS sales experience, with a track record of meeting or exceeding quota - Strong ownership mentality, you take responsibility for the full sales cycle, proactively identify blockers, and drive deals forward - Strong discovery skills with technical buyers - Working knowledge of MEDDPICC or a comparable methodology - Technical fluency in developer tools, DevOps, infrastructure, or security products - Coachability and a desire to continuously improve - Attention to detail in deal management - Comfortable operating in a mid-market ACV motion where both velocity and deal size matter - Proven outbound capability and ability to build pipeline - Experience working in a startup or high-growth environment with strong ownership and initiative - Genuine curiosity! Requirements - Run the full sales cycle end-to-end: discovery, qualification, technical validation, procurement, and close - Apply MEDDPICC consistently across your pipeline; it is used in deal reviews and embedded in Salesforce - Build, test, and iterate on sales strategies to improve process and accelerate deal cycles - Maintain accurate CRM data with clear next steps and honest forecasting - Partner closely with Sales Engineering on technical conversations and demos - Generate pipeline through outbound prospecting, creative outreach, and your network - Partner with Marketing and Product on GTM initiatives and field feedback - Hit and exceed quota Benefits - Equity at an early-stage, fast-growing startup - Premium health insurance (medical, dental, vision) - Guilt Free Unlimited PTO - 3-week minimum strongly encouraged! - Upward Mobility - Learning and Development Stipend - Wealth Advisor - 401k - Pregnancy & Family Leave - Fertility & Adoption Benefits - Equal Compensation (regardless of gender or race)

• Build Doppler’s channel and services partner program from the ground up • Identify, recruit, and manage high-value reseller, referral, and implementation partners • Develop a clear partner strategy across security, DevOps, cloud, and developer tooling ecosystems • Build and operationalize the core components of the partner program, including partner tiers, incentives, enablement, rules of engagement, and joint go-to-market motions • Create a strong pipeline of partner opportunities that contribute to sourced and influenced revenue goals • Activate your existing network of VARs, SIs, consultancies, MSSPs, cloud partners, and relevant ecosystem players • Work with sales on partner-sourced and partner-influenced deals, including account mapping, co-sell motions, and deal support • Partner with legal and finance to help structure scalable commercial models for reseller, referral, and services partnerships • Build enablement materials and onboarding processes so partners can effectively position, sell, and support Doppler • Collaborate with solutions engineering and customer success to define how services partners can support implementation, migration, and rollout • Track partner performance and build a disciplined operating cadence around pipeline, activity, enablement, and revenue contribution • Help represent Doppler in the market with partners, including strategic meetings, events, and ecosystem networking

• Run the full sales cycle end-to-end: discovery, qualification, technical validation, procurement, and close • Apply MEDDPICC consistently across your pipeline; it is used in deal reviews and embedded in Salesforce • Build, test, and iterate on sales strategies to improve process and accelerate deal cycles • Maintain accurate CRM data with clear next steps and honest forecasting • Partner closely with Sales Engineering on technical conversations and demos • Generate pipeline through outbound prospecting, creative outreach, and your network. This is part of the job and not a fallback when inbound is slow • Partner with Marketing and Product on GTM initiatives and field feedback • Hit and exceed quota

• Maintain Doppler's SOC 2 Type II and ISO 27001 certifications end-to-end: evidence collection, control monitoring, audit coordination, and deficiency remediation • Lead the compliance work for our next certifications, including gap assessments, policy updates, and required documentation • Evaluate additional certifications and attestations on an ongoing basis as customer and market requirements evolve • Own day-to-day administration of our GRC platform (Vanta), including control mapping, evidence workflows, and audit readiness • Lead our security working group: facilitate regular risk identification sessions, policy updates, maintain the threat register, track remediation progress, and drive accountability across teams • Design and maintain security controls mapped to our chosen frameworks (SOC 2, ISO 27001, etc.), ensuring they're practical and consistently operating • Coordinate penetration testing cycles and work directly with engineering to track and close findings • Author and maintain security policies that are enforceable and grounded in regulatory requirements (GDPR, PCI, and others relevant to a secrets management provider) • Support business continuity and disaster recovery governance • Respond to security questionnaires and RFPs promptly and accurately • Participate in customer security reviews and calls; represent our compliance posture credibly to security teams, procurement, and compliance officers • Maintain public-facing trust documentation that reflects our actual program • Partner with sales on security-sensitive enterprise deals, especially in regulated industries or where compliance is a gating factor • Translate compliance status and risk posture into clear, non-jargon updates for leadership and cross-functional stakeholders • Lead security awareness and compliance training for internal teams • Influence engineering and product roadmaps where security controls intersect with product decisions

• Run the full sales cycle end-to-end: discovery, qualification, technical validation, procurement, and close • Apply MEDDPICC consistently across your pipeline; it is used in deal reviews and embedded in Salesforce • Build, test, and iterate on sales strategies to improve process and accelerate deal cycles • Maintain accurate CRM data with clear next steps and honest forecasting • Partner closely with Sales Engineering on technical conversations and demos • Generate pipeline through outbound prospecting, creative outreach, and your network. This is part of the job and not a fallback when inbound is slow • Partner with Marketing and Product on GTM initiatives and field feedback • Hit and exceed quota

• Own and evolve Doppler's technical direction: architecture, system design, security, infrastructure, and the tradeoffs that shape how we build • Own the engineering roadmap in close partnership with the CEO and product, translating company priorities into what gets built and in what order • Stay hands-on: you can review code on day one and do so regularly; the team shouldn't wonder whether you understand what they're building • Lead architectural decisions on our overall product, including on-prem and cloud-based offerings, deployment models, upgrade paths, and the tradeoffs of running Doppler inside a customer's infrastructure • Make the team faster by removing friction, improving tooling, and creating the conditions for focused, high-output work • Lead the strategy and adoption of AI development • Keep execution sharp across sprints and longer-horizon initiatives: clear priorities, unblocked engineers, and consistent delivery • Grow and hire exceptional engineers who raise the bar. You know what great looks like and you're honest about gaps • Build a remote engineering culture that's high-trust, high-ownership, and low-ego: people should do some of their best work here • Establish engineering standards for code quality, incident response, on-call, and system design that are rigorous without being bureaucratic • Work closely with sales and customer success on enterprise technical requirements • Partner with stakeholders on security posture. You understand that at Doppler, the security of our systems is inseparable from the product promise we make to customers • Contributing to company strategy alongside the CEO, representing the engineering perspective in business decisions, and helping shape how Doppler thinks about product direction and market positioning at the leadership level

• Build out features across frontend and backend services • Design, implement, and extend database models to support new features • Collaborate with product and design to provide feedback on features from a developer’s perspective • Approach everything you do from a security-first perspective • Lead technical architecture and help shape Doppler’s long-term vision • Mentor other engineers through code reviews, pairing, and technical guidance • Champion engineering best practices and process improvements across the organization