LocalStack

• Reduce ramp time for new sales hires and increase speed-to-productivity across AE/SE onboarding. • Improve consistency and quality of discovery, positioning, and deal execution across the sales organization. • Create measurable uplift in rep performance by implementing scalable coaching, certification, and enablement programs. • Establish a repeatable sales playbook framework that improves forecast accuracy and execution in multi-stakeholder enterprise deals. • Build strong feedback loops between sales, product, marketing, and customer success to continuously improve messaging and go-to-market execution. • Create a data-driven enablement function tied directly to revenue metrics such as pipeline generation, sales cycle velocity, quota attainment, and win rate. • Raise the performance floor of the team while enabling top performers to scale best practices across the organization.

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 developer community 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. Responsibilities - Reduce ramp time for new sales hires and increase speed-to-productivity across AE/SE onboarding. - Improve consistency and quality of discovery, positioning, and deal execution across the sales organization. - Create measurable uplift in rep performance by implementing scalable coaching, certification, and enablement programs. - Establish a repeatable sales playbook framework that improves forecast accuracy and execution in multi-stakeholder enterprise deals. - Build strong feedback loops between sales, product, marketing, and customer success to continuously improve messaging and go-to-market execution. - Create a data-driven enablement function tied directly to revenue metrics such as pipeline generation, sales cycle velocity, quota attainment, and win rate. - Raise the performance floor of the team while enabling top performers to scale best practices across the organization. Qualifications - 5–8 years of total experience across sales, enablement, or revenue operations. - 2–4 years in closing or technical sales roles (AE/SE experience strongly preferred). - Experience operating in high-growth SaaS or infrastructure companies in the $10M–$100M ARR stage. - Building scalable onboarding, enablement, and coaching programs for AE/SE teams. - Strong understanding of enterprise sales methodologies such as MEDDICC and value selling. - Developing sales playbooks, discovery frameworks, and multi-stakeholder deal strategies. - Creating positioning, talk tracks, objection handling, and competitive battlecards. - Experience with revenue and enablement platforms such as Salesforce, Gong, Highspot, and Seismic. Values - Care: We create with compassion, prioritizing empathy and understanding in every interaction. - Ownership: We take responsibility for our work and are passionate about its impact. - Openness: We build trust through open communication and honest feedback. - Courage: We embrace bold challenges and take calculated risks to innovate. - Excellence: We chase excellence by pushing boundaries and delivering exceptional results. Benefits - Fully remote work environment. - 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 $160,000-220,000 per annum and is based on experience, location, and skills. 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 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, Alex Paiser 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.

• 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.

• Source and close 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) • Serve as trusted advisor to existing and potential enterprise clients, understanding their needs and advising on the benefits of our offering • Work closely with product and engineering team to translate feedback and market insights into features and new product offerings

Role Description This is the right opportunity for an experienced senior 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. - Source and close 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) - Serve as trusted advisor to existing and potential enterprise clients, understanding their needs and advising on the benefits of our offering - Work closely with product and engineering team to translate feedback and market insights into features and new product offerings Qualifications - Experience of working on complex enterprise deals within series A-D environment - Experience selling to a technical user (security, platform, SRE engineers etc) as well as to a higher decision maker (VP, C-level) - Experience working with inbound, outbound and land & expand motion - Experience closing (NNARR) 400k+/ quarter - Experience working with MEDDPICC methodology Benefits - Fully remote - Flexible hours - Competitive salary - Uncapped commission - Potential for equity - Unlimited PTO - Annual company retreat - 2 extra company-wide holidays - 401k and private insurance - The best equipment for your role - Learning budget

• Operate as a strategic partner to customers, not a reactive support layer, leading success planning, aligning on business goals, and ensuring customers realise measurable value from the platform • Maintain GRR >90% with risks proactively identified and mitigated ahead of renewal. • Ensure customers are actively using core use cases with demonstrated, measurable value. • Continuously identify and influence meaningful expansion opportunities through account insight and engagement. • Manage the portfolio with structured, forward-looking engagement, supported by consistent success plans and cross-functional alignment with TAMs, Sales, and Product.

Role Description Operate as a strategic partner to customers, not a reactive support layer, leading success planning, aligning on business goals, and ensuring customers realise measurable value from the platform. - Maintain GRR >90% with risks proactively identified and mitigated ahead of renewal. - Ensure customers are actively using core use cases with demonstrated, measurable value. - Continuously identify and influence meaningful expansion opportunities through account insight and engagement. - Manage the portfolio with structured, forward-looking engagement, supported by consistent success plans and cross-functional alignment with TAMs, Sales, and Product. Qualifications - 7+ years of experience in Customer Success managing large enterprise customers, preferably in developer tooling or DevOps-focused SaaS. - Demonstrated ability to navigate complex engineering organizations, including DevOps, platform, and infrastructure teams. - Experience leading 10-20 enterprise accounts, working with C-level stakeholders. - Past executive presence to lead renewal conversations, QBRs, and value discussions. - Proven track record of driving strong retention outcomes (e.g., GRR) and expanding customer value through adoption, executive engagement, and strategic account planning. - Technically fluent and able to engage credibly with engineering teams; familiar with cloud infrastructure, CI/CD workflows, and developer tooling concepts (no coding required). - Familiarity with HubSpot and other CS/CRM platforms. - Experience in a high-growth startup or scale-up environment, where you’ve contributed to both building and executing CS motions (preferred). Benefits - Fully remote. - Competitive salary. - Annual company retreat. - 2 extra company-wide holidays. - Unlimited PTO. - 401K and private medical. - Friendly and inclusive workplace culture (community guilds and online company events). - For US based candidates: The OTE range for this role is between $152,000-220,000 per annum and is based on experience, location and skills. Company 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. 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 provides a high-fidelity emulator and local cloud development platform. - Large and active developer community with over 100k active users worldwide and 290M+ downloads to date. - Customer base ranges from SMBs to Global Fortune 500 companies. - Headquartered in Zurich/Switzerland, with a main engineering office in Vienna/Austria and remote team members from various countries.

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. We’ve closed our last $25mil round in Q4 2024, led by Notable Capital, CRV and Heavybit. 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 developer community 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. 👉Check our Notion Candidate Handbook and our GitHub! This is the right opportunity for a person with 7+ years in a security engineering or security compliance role, experience leading vendor risk assessments and building compliance frameworks from the ground up, a strong background in API design and build, as well as a strong background in DevSecOps, incident response, and pragmatic, risk-driven security leadership.

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. We’ve closed our last $25mil round in Q4 2024, led by Notable Capital, CRV and Heavybit. 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 developer community 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. 👉Check our Notion Candidate Handbook and our GitHub! This is the right opportunity for a person with 7+ years in a security engineering or security compliance role, experience leading vendor risk assessments and building compliance frameworks from the ground up, a strong background in API design and build, as well as a strong background in DevSecOps, incident response, and pragmatic, risk-driven security leadership.

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. We’ve closed our last $25mil round in Q4 2024, led by Notable Capital, CRV and Heavybit. 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 developer community 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. 👉Check our Notion Candidate Handbook and our GitHub! This is the right opportunity for a person with 7+ years in a security engineering or security compliance role, experience leading vendor risk assessments and building compliance frameworks from the ground up, a strong background in API design and build, as well as a strong background in DevSecOps, incident response, and pragmatic, risk-driven security leadership.