Principal Account Executive - Strategic Sales
New Relic
We are a global team of innovators and pioneers dedicated to shaping the future of observability. At New Relic, we build an intelligent platform that empowers companies to thrive in an AI-first world by giving them unparalleled insight into their complex systems. As we continue to expand our global footprint, we're looking for passionate people to join our mission. If you're ready to help the world's best companies optimize their digital applications, we invite you to explore a career with us!
Your Opportunity
We are looking for a Principal Account Executive – Strategic Enterprise to join our elite Sales organization. As a Principal AE, you aren't just selling software; you are a strategic architect helping the world’s most complex organizations navigate the future of digital intelligence.
In an era where uptime is currency and AI adoption is a mandate, New Relic stands at the center of the modern tech stack. You will be responsible for spearheading our most significant market plays—targeting "white whale" accounts and navigating high-value, multi-cloud, and DevOps transformations. This is a role for a master navigator who thrives on high-stakes negotiation and long-term vision.
What you'll do
- Orchestrating Strategic Account Acquisition – Lead the charge into New Relic’s highest-potential untapped markets. You will own the "Master Strategy" for major enterprise logos, ensuring New Relic is positioned not just as a tool, but as a foundational business partner.
- C-Suite Visionary Alignment – Go beyond standard prospecting to build deep, consultative relationships with CEOs, CTOs, and Boards of Directors. You will translate technical observability into business outcomes that resonate at the highest levels of corporate leadership.
- Mastering Complex Sales Execution – Lead the end-to-end execution of massive, high-complexity, multi-million dollar consumption-based deals. You will set the standard for forecasting accuracy and pipeline velocity, utilizing Salesforce and advanced sales methodologies to ensure predictable, outsized growth.
- Internal Leadership & Cross-Functional Synergy – Serve as a force multiplier. You will indirectly lead and mentor a dedicated "pod" of solution consultants, demand gen experts, and executives, aligning them toward a unified win strategy for Tier-1 accounts.
- Market Intelligence & Competitive Dominance – Act as a subject matter expert on the competitive landscape. You will provide feedback to Product and Engineering teams based on deep-dive diagnostics of enterprise technology stacks and future market triggers.
- Quantifying Exponential Value – Master the art of the "Business Value Assessment," proving to global enterprises exactly how New Relic’s platform reduces MTTR (Mean Time To Resolution) and accelerates ROI on their digital investments.
This role requires
- 12+ years of relevant experience in high-growth SaaS environments, with at least 5 years specifically handling Strategic or Major Enterprise accounts.
- Proven track record of over-performance, consistently exceeding multi-million dollar quotas and closing "Mega-Deals" ($1M+ ARR).
- Mastery of Consumption/Subscription Models – Deep expertise in navigating the nuances of modern SaaS pricing and multi-year contract negotiations.
- Executive Presence – Exceptional communication skills with the ability to command a room of C-level executives and influence high-level technical roadmaps.
- Strategic Domain Expertise – Recognized as an industry thought leader in Observability, DevOps, Cloud Infrastructure, or Digital Transformation.
- Collaborative Leadership – A history of elevating those around you, acting as a mentor to Senior AEs and a trusted advisor to Sales Leadership.
- Academic Excellence – Bachelor’s degree or equivalent work experience; MBA or advanced technical certification is a plus.
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Please note that visa sponsorship is not available for this position
Fostering a diverse, welcoming and inclusive environment is important to us. We work hard to make everyone feel comfortable bringing their best, most authentic selves to work every day. We celebrate our talented Relics’ different backgrounds and abilities, and recognize the different paths they took to reach us – including nontraditional ones. Their experiences and perspectives inspire us to make our products and company the best they can be. We’re looking for people who feel connected to our mission and values, not just candidates who check off all the boxes.
If you require a reasonable accommodation to complete any part of the application or recruiting process, please reach out to [email protected].
We believe in empowering all Relics to achieve professional and business success through a flexible workforce model. This model allows us to work in a variety of workplaces that best support our success, including fully office-based, fully remote, or hybrid.
Our hiring process
In compliance with applicable law, all persons hired will be required to verify identity and eligibility to work and to complete employment eligibility verification. Note: Our stewardship of the data of thousands of customers means that a criminal background check is required to join New Relic.
We will consider qualified applicants with arrest and conviction records based on individual circumstances and in accordance with applicable law including, but not limited to, the San Francisco Fair Chance Ordinance.
Headhunters and recruitment agencies may not submit resumes/CVs through this website or directly to managers. New Relic does not accept unsolicited headhunter and agency resumes, and will not pay fees to any third-party agency or company that does not have a signed agreement with New Relic.
New Relic develops and distributes encryption software and technology that complies with U.S. export controls and licensing requirements. Certain New Relic roles require candidates to pass an export compliance assessment as a condition of employment in any global location. If relevant, we will provide more information later in the application process.
Candidates are evaluated based on qualifications, regardless of race, religion, ethnicity, national origin, sex, sexual orientation, gender expression or identity, age, disability, neurodiversity, veteran or marital status, political viewpoint, or other legally protected characteristics.
Review our Applicant Privacy Notice at https://newrelic.com/termsandconditions/applicant-privacy-policy