Sales Account Executive

About Apica Apica provides an intelligent, pipeline-first telemetry data management platform that processes, enriches, and governs metrics, logs, traces, and events before they ever hit costly observability backends. This approach ensures clean, governed, real-time data for AI and observability use cases while maximizing flexibility across any data lake, cloud, or on-premises environment. We are the leading company in telemetry pipelines in Europe and the second one globally. We operate in a massive market that grows with double digits annually. At Apica we believe in the people. Only by attracting the right people will we ensure the continuous success of Apica. If you are a curious mind, who does not say no to a challenge, and thrives in a supportive and collaborative working culture, Apica is the place to be. Join us! About the Role We are seeking an Account Executive who is ambitious, adaptable, and enthusiastic. A successful Account Executive at Apica will clearly articulate our value proposition and execute on proven sales processes. You will own a territory, develop a business plan to overachieve your sales goals, and manage the entire sales cycle from nurturing leads through closing. If you have a track record of landing new logos and a passion for helping customers get real insight into their systems and applications, we want to hear from you. AI is changing what customers expect from observability. Modern platforms use AI and machine learning to cut through alert noise, detect anomalies, surface root causes faster, and help teams act on their telemetry, while teams running AI and LLM-powered applications need visibility into those workloads too. Being comfortable talking about AI, what it can and can’t do for IT operations and engineering teams, and how it fits into Apica’s platform is a real advantage in this role. We’d also love for you to bring existing relationships with customers and prospects in the observability and IT operations space that you can leverage from day one. Key Responsibilities

• Develop a plan to overachieve sales goals, forecast predictably, and hit sales targets.
• Manage and maintain the entire sales ecosystem, from nurturing leads through closing.
• Articulate Apica’s value proposition up and down the organization, from engineer up to CxO.
• Create territory demand and sell solutions that customers have not yet budgeted for.
• Position the role of AI in Apica’s observability platform with engineers, IT operations leaders, and executives, separating real value from hype.
• Manage complex sales processes using a proven methodology (e.g. MEDDIC) and partner with Sales Engineering on technical evaluations.
• Work remotely across time zones, with occasional duties outside standard hours.

What You Bring

• 3-5 years of quota-carrying B2B software sales experience, preferably in the observability space.
• Experience selling to Observability, APM, Infrastructure Monitoring, SIEM, Security, and IT Operations personas, including engineering leaders, CIOs, and CISOs.
• Earlier-stage startup experience (under 1,000 employees) or entrepreneurial skills.
• A track record of consistently meeting or exceeding quota and landing new logos.
• Knowledge of, and comfort with using AI in your daily routines to enhance your productivity.
• Preferred: current customer relationships in the observability, APM, or IT operations space that you can leverage to build pipeline and close business.

What We Offer

• Competitive base salary plus commission/incentive compensation.
• Comprehensive benefits package, including pension, life insurance, tech equipment allowance etc.
• Remote-first flexibility with a collaborative, supportive team culture.
• A clear growth path from Account Executive to Sales Leader, if desired.
• Ongoing sales training, mentorship, and professional development.
• The chance to help build out a region at a fast-growing observability company.