LocalStack

Role Description This is the right opportunity for an experienced Enterprise Account Executive with experience in selling to a technical user (both developer and VP/C level leadership) in devtooling or adjacent domains and strong background in enterprise sales. Great opportunity for someone who wants to join a rapidly growing startup post PMF, with strong inbound traction and uncapped commission structure! What you will be working on/responsible for - Source and close Enterprise deals on the Enterprise tier beyond small lands to “try it out first” - Develop and cultivate deep relationships with senior executives and the end user (software engineers), driving large enterprise deals (incl new business, expansion and upsell) - Develop and execute the best approach to market by creatively reaching the market from multi touch points - Develop small conversations from inbound and turn those into enterprise accounts - Serve as trusted advisor to existing and potential enterprise clients, understanding their needs and advising on the benefits of our offering - Streamline sales operations by leveraging data insights, enabling smooth communication between engineers, managers, and sales teams. Qualifications - Communication: Speaks and writes clearly and articulately without being overly verbose or talkative. Maintains this standard in all forms of written communication, including e-mail. - Efficiency: Able to produce significant output with minimal wasted effort. - Persistence: Demonstrates tenacity and willingness to go the distance to get something done. - Proactivity: Acts without being told what to do. Brings new ideas to the company. - Flexibility/adaptability: Adjusts quickly to changing priorities and conditions. Copes effectively with complexity and change. - Creativity/innovation: Generates new and innovative approaches to problems. Values - Care: We create with compassion. We prioritize empathy and understanding in every interaction. - Ownership: We own the outcome. We take responsibility for our work and are passionate about its impact. - Openness: We build trust together. We build trust through open communication and honest feedback. - Courage: We dare to innovate. We embrace bold challenges and take calculated risks to move the needle. - Excellence: We chase the extraordinary. We chase excellence by pushing boundaries and delivering results that go beyond the ordinary. Benefits - Fully remote - Competitive salary - Uncapped commission - Potential for equity - Unlimited PTO - 401k and private medical - Annual company retreat - 2 extra company-wide holidays - Friendly and inclusive workplace culture (community guilds and online company events) Application Process Sounds like a good match? We'd love to hear from you! Join us in shaping the future of cloud development at LocalStack. To apply, follow the application process. Make sure to include a short motivation outlining why you are the perfect candidate for this role. If your profile looks like a good match, our talent team will be in touch to organize further steps within 2 weeks. Please note, that due to a high volume of candidates, we cannot offer personalized feedback to each candidate.

Role Description This person will drive outbound sales through contacting ideal prospects, converting outbound outreach into qualified meetings, fueling new ARR for LocalStack's enterprise sales team. - Deliver qualified meetings for the AE team, sourced through outbound prospecting (cold calling, email sequencing, LinkedIn Sales Navigator, and tools like Amplemarket/ZoomInfo/Apollo/Clay). - Build and maintain KPI reporting and CRM hygiene (activity, conversion, pipeline contribution) in HubSpot or equivalent, giving Colin and leadership real-time visibility into function performance. - Help shape and drive the outbound sales strategy to increase the volume, quality, and velocity of new business revenue generation. - Ramp to full productivity within 60–90 days, consistently executing 100 outbound calls and 50 personalized emails per day across target accounts. Qualifications - Experience using CRM for prospecting, automation, and reporting on outbound sales activity. Experience with Hubspot CRM a plus. - Experience with LinkedIn Sales Navigator. - Experience and confidence to complete high number of calls. - Experience with Amplemarket or alternatives such as ZoomInfo, Apollo, Clay. - Good familiarity with AI tools and experience using them. - Experience in devtools/cloud infrastructure/cloud security or related spaces. Requirements - Care: we create with compassion. We prioritize empathy and understanding in every interaction. By genuinely caring for our team, customers, and community, we create an environment where people thrive and impactful work flourishes. - Ownership: we own the outcome. We take responsibility for our work and are passionate about its impact. We foster autonomy, inspire ambition, encourage ownership, and empower everyone to unlock their potential and make an impact. - Openness: we build trust together. We build trust through open communication and honest feedback. By sharing ideas and embracing diverse perspectives, we create stronger, more connected teams that work toward shared goals. - Courage: we dare to innovate. We embrace bold challenges and take calculated risks to move the needle. We step outside our comfort zones, experiment fearlessly, and turn setbacks into springboards for growth. - Excellence: we chase the extraordinary. We chase excellence by pushing boundaries and delivering results that go beyond the ordinary, constantly raising the bar and striving for greatness in everything we do. Excellence is not just the outcome, itʼs how we approach every task with purpose, passion, and a commitment to delivering exceptional value. Benefits - Fully remote. - Competitive salary. - Annual company retreat. - 2 extra company-wide holidays. - Friendly and inclusive workplace culture (community guilds and online company events). - The estimated OTE for this role ranges from £44,000-£73,000 based on experience and location, along with a benefits package. Actual compensation may deviate from this range based on skills, experience, and qualifications.

Role Description - Deliver high-quality marketing pages quickly and reliably, enabling the marketing team to launch campaigns on schedule without engineering bottlenecks. - Maintain a fast, accessible, and technically healthy website, consistently meeting performance, responsiveness, accessibility, and Core Web Vitals standards. - Ensure every published page meets a high quality bar, with minimal production defects through rigorous QA of both manually created and AI-generated content. - Improve website effectiveness through data-driven optimization, contributing to measurable improvements in conversion rates, user engagement, and organic traffic. - Build scalable website processes, creating reusable components, QA checklists, and documentation that increase team efficiency and consistency. Qualifications - Hands-on experience building websites in Webflow. - Ability to translate Figma designs into responsive web pages. - Understanding of responsive design principles, accessibility, and web performance. - Familiarity with HTML, CSS, and basic JavaScript. - Experience using AI tools (Claude, ChatGPT, Figma AI, Webflow AI, etc.) to accelerate content creation while applying critical QA. - Basic understanding of SEO best practices. - Experience with Google Analytics (GA4). - Strong QA mindset with structured testing approach. - Experience working with CMS-driven websites. - Experience working with marketing teams. - Experience at a SaaS or developer-focused company. Benefits - Fully remote. - Competitive salary. - Annual company retreat. - 2 extra company-wide holidays. - Friendly and inclusive workplace culture (community guilds and online company events).

• First-line contract review (NDAs, MSAs, DPAs, Order Forms, security addenda, reseller/distributor terms, procurement redlines) is fully owned and no longer dependent on external counsel for standard commercial matters within 90 days. • A working legal intake and prioritisation process — with clear approval thresholds by ARR and risk level — is operational across Sales, Finance, RevOps, and Security within 90 days. • A practical contract playbook with clause library, fallback positions, and hard-no positions is built and adopted by Sales and CS within 6 months, measurably reducing deal cycle friction. • Enterprise deal cycle predictability improves: legal is no longer a bottleneck on standard and mid-complexity enterprise deals by month 6. • Commercial legal infrastructure (templates, self-serve tools, approval matrix, redline standards) is built to Series B/C maturity standards by month 12, with a clear recommendation on whether additional legal ops or contract manager support is needed.

• Support enterprise revenue growth by defining and operationalising product positioning and messaging to enable and align marketing, DevRel, product, sales, and customer success teams. • Define and continuously refine the ICP based on customer and prospect feedback, in close alignment with RevOps to ensure segmentation is reflected in pipeline and reporting. • Close the loop between market and product by synthesising customer feedback and market analysis to inform our Product, Revenue, and Engineering strategies. • Oversee the full-cycle of new product launches, owning delivery of launch deliverables across all channels from announcement to activation.

• Establish a scalable and repeatable enterprise sales motion through clear playbooks, stronger AE enablement, and structured knowledge sharing across the team. • Drive more focused account prioritization and segmentation, helping the team identify and execute against the highest-value enterprise opportunities. • Improve onboarding and ramp-up effectiveness for new sales team members through stronger enablement frameworks and training materials. • Strengthen cross-functional GTM alignment across Sales, RevOps, Marketing, PMM, Product, and Customer Success to improve execution and customer outcomes. • Support increased expansion and retention opportunities by enabling stronger collaboration between Sales and Customer Success teams. • Ensure the team can clearly communicate LocalStack’s value proposition and technical concepts such as emulation in a customer-friendly and commercially effective way. • Contribute to scaling the enterprise business through support of larger ACV deals, growing expansion opportunities, and building foundations for future segmentation and leadership growth.

Role Description Establish a scalable and repeatable enterprise sales motion through clear playbooks, stronger AE enablement, and structured knowledge sharing across the team. - Drive more focused account prioritization and segmentation, helping the team identify and execute against the highest-value enterprise opportunities. - Improve onboarding and ramp-up effectiveness for new sales team members through stronger enablement frameworks and training materials. - Strengthen cross-functional GTM alignment across Sales, RevOps, Marketing, PMM, Product, and Customer Success to improve execution and customer outcomes. - Support increased expansion and retention opportunities by enabling stronger collaboration between Sales and Customer Success teams. - Ensure the team can clearly communicate LocalStack’s value proposition and technical concepts such as emulation in a customer-friendly and commercially effective way. - Contribute to scaling the enterprise business through support of larger ACV deals, growing expansion opportunities, and building foundations for future segmentation and leadership growth. Qualifications - 8+ years of experience in Enterprise Sales or Account Executive roles, including 1–2 years of people management experience leading high-performing sales teams. - Experience managing complex enterprise sales cycles and leading teams working with 5–10 strategic enterprise accounts simultaneously. - Strong leadership and coaching capabilities, with experience improving AE performance, enablement, and sales execution consistency. - Executive presence and communication skills, with confidence leading strategic customer conversations, QBRs, renewals, and value-based discussions with stakeholders from IC to C-level. - Proven track record of driving revenue growth through enterprise expansion, account planning, and strategic customer engagement. - Experience building scalable sales motions, playbooks, onboarding, and enablement processes within growing GTM organizations. - Strong operational and analytical mindset, with familiarity using HubSpot and other CRM/sales platforms to drive forecasting, pipeline visibility, and execution. - Experience operating in high-growth startup or scale-up environments with evolving structures, ambiguity, and rapid GTM scaling. (preferred) Values - Care: We create with compassion. We prioritize empathy and understanding in every interaction. - Ownership: We own the outcome. We take responsibility for our work and are passionate about its impact. - Openness: We build trust together. We build trust through open communication and honest feedback. - Courage: We dare to innovate. We embrace bold challenges and take calculated risks to move the needle. - Excellence: We chase the extraordinary. We chase excellence by pushing boundaries and delivering results that go beyond the ordinary. Benefits - Fully remote - Unlimited PTO - 401k and private medical - Competitive salary - Annual company retreat - 2 extra company-wide holidays - Friendly and inclusive workplace culture (community guilds and online company events) - For US based candidates: The OTE range for this role is between $350,000-450,000 per annum and is based on experience, location and skills.

• Ensure reliable L2 support coverage for our Brazilian client Itau during BRT hours as the primary responsibility, balancing workload with existing team structure. • Work independently to investigate and resolve customer issues, including reproducing complex scenarios using various technologies. • Where capacity permits, extend support to other Americas-based customers without delay or handover bottlenecks. • Ensure clear, empathetic, and professional communication with customers (both written and verbal) to maintain a high standard of service.

• Prepare and deliver compelling technical presentations, demos, and webinars • Providing in-depth technical expertise and tailored post-sales content based on customer needs • Cultivate strong relationships with clients, acting as a trusted advisor and technical point of contact • Drive adoption and further implementation of LocalStack across different teams by engaging in discovery sessions, addressing technical objections • Work with product and engineering organization on actionable product feedback from customer interactions

Role Description We are a fast-growing Series A startup building cutting-edge technology to revolutionize cloud development processes and support highly efficient dev&test feedback loops. At its core, LocalStack provides a high-fidelity emulator and local cloud development platform. Imagine developing cloud applications and data pipelines entirely on your local machine within a lightweight cloud sandbox, running in Docker! Our mission is to empower developers to rapidly build and test their cloud applications, allowing for a more enjoyable dev experience, and saving valuable time and resources. LocalStack has a large and active open-source community (57k+ stars on GitHub) with over 100k active users worldwide and 290M+ downloads to date. Our customer base ranges from SMBs to Global Fortune 500 companies. We are sustainably growing our globally distributed team across sectors. LocalStack is headquartered in Zurich/Switzerland 🇨🇭, with a main engineering office in Vienna/Austria 🇦🇹 and remote team members from 🇺🇸 the US, 🇫🇷 FR, 🇬🇧 UK, 🇨🇦 CA, 🇪🇸 ES, and many more countries. This is the right opportunity for a person with: - 2–4 years in a technical support role - Experience in handling complex customer issues in a production environment - A strong background in API design and build - A strong background in debugging distributed systems and cloud-based architectures ✅ What you will be working on/responsible for: - Ensure reliable L2 support coverage for our Brazilian client Itau during BRT hours as the primary responsibility, balancing workload with existing team structure. - Work independently to investigate and resolve customer issues, including reproducing complex scenarios using various technologies. - Where capacity permits, extend support to other Americas-based customers without delay or handover bottlenecks. - Ensure clear, empathetic, and professional communication with customers (both written and verbal) to maintain a high standard of service. Qualifications - Proficient in any major programming language (preferably Python) (required) - Knowledge of PowerShell, Bash, or other scripting languages (advantageous) - Strong expertise in AWS (required) - Experience with Docker and container networking (required) - Experience with IaC tools such as Terraform, Pulumi, AWS CDK/SDK (required) - Familiarity with Kubernetes and Helm (advantageous) - Familiarity with Azure or other cloud platforms (advantageous) - Familiarity with Snowflake (nice to have) - Proficiency with Git and GitHub — branching, pull requests (required) - Experience with CI/CD pipelines — GitHub Actions, GitLab CI, or similar (advantageous) - Strong understanding of Linux, macOS, and Windows - Skilled in reading and analysing logs to identify and reproduce issues - Familiarity with relational and non-relational database systems - Excellent written communication — ticket responses, documentation in both English and Portuguese - Strong verbal communication skills for screen-sharing sessions and live troubleshooting in both English and Portuguese - Comfortable using AI tools (e.g. LLMs, MCPs, AI-assisted IDEs) as part of a support workflow - Able to critically evaluate AI-generated output — verifying suggestions against documentation, logs, and real behaviour rather than applying them blindly Benefits - Fully remote - Competitive salary - Annual company retreat - 2 extra company-wide holidays - Friendly and inclusive workplace culture (community guilds and online company events) Values we hold in LocalStack - Care: we create with compassion. We prioritize empathy and understanding in every interaction. - Ownership: we own the outcome. We take responsibility for our work and are passionate about its impact. - Openness: we build trust together. We build trust through open communication and honest feedback. - Courage: we dare to innovate. We embrace bold challenges and take calculated risks to move the needle. - Excellence: we chase the extraordinary. We chase excellence by pushing boundaries and delivering results that go beyond the ordinary. We'd love to hear from you! Join us in shaping the future of cloud development at LocalStack. To apply, follow the LI application process or apply on our career page. Make sure to include a short motivation outlining why you are the perfect candidate for this role. If your profile looks like a good match we will be in touch to organize further steps within 2 weeks. Please note, that due to a high volume of candidates, we cannot offer personalized feedback to each candidate.