Why This Job is Featured on The SaaS Jobs
This Enterprise Account Executive role sits at a common inflection point in modern SaaS: selling infrastructure software into large organisations where Kubernetes and cloud-native security decisions are tied to platform reliability and risk management. Tigera’s Calico footprint and positioning in network security and observability place the work in a category where buyers are technical, stakes are high, and evaluation cycles are rigorous rather than transactional.
For a SaaS sales professional, the long-term value is the chance to deepen enterprise go-to-market craft in a technically dense domain. Full-cycle ownership across outbound prospecting, technical evaluations, and procurement builds repeatable skills that translate across B2B SaaS, especially where product value must be proven in architecture discussions and defended through multi-stakeholder scrutiny. Exposure to structured qualification methods and partner-led motions also strengthens operating discipline that scales across territories and product lines.
This role tends to fit someone who prefers consultative selling over feature-led pitches and is comfortable moving between engineering conversations and executive negotiations. It will suit a seller who enjoys building pipeline deliberately, working within defined sales methodology, and collaborating closely with finance, legal, and technical counterparts to get complex deals to signature.
The section above is editorial commentary from The SaaS Jobs, provided to help SaaS professionals understand the role in a broader industry context.
Job Description
Tigera provides Calico, a unified network security and observability platform to prevent, detect and mitigate security breaches in Kubernetes clusters. Tigera’s open-source offering, Calico Open Source, is the most widely adopted container networking and security solution.
Powering more than 100M containers across 8M+ nodes in 166 countries, Calico software is supported across all major cloud providers and Kubernetes distributions, and is used by leading companies including Discover, Chipotle, NBCUniversal, HanseMerkur, Box, Siemens Healthineers, Playtech, Royal Bank of Canada, and Bell Canada.
As our team grows, we are looking for colleagues who not only share our passion for this work and growing our company, but who will also strengthen our company values and help ensure that Tigera remains a great place to work. At our core, our focus is on our customers, who are the heroes of our story; on aiming high and staying nimble in how we get there; on continuous learning to drive our success; and on respecting, collaborating, and supporting each other on a daily basis.
If you are looking to help make a substantial impact, and our values and products align with your vision of your career growth, we want to hear from you!
We are seeking a high-performing Enterprise Account Executive with a "hunter" mentality to drive enterprise-level growth. You will be responsible for the end-to-end sales lifecycle, from initial outbound prospecting to complex technical negotiations and final contracting. This role requires a deep understanding of Cloud Native technologies and the ability to navigate multi-stakeholder environments within the Fortune 500.
This is a remote role based out of Toronto, Canada.
Key Responsibilities:
- Full-Cycle Ownership: Chaperone opportunities from cold outreach and intro presentations through technical evaluations to final procurement.
- Strategic Prospecting: Build and execute a territory plan using a modern stack (LinkedIn SalesNav, Gong, Reo.dev, Lusha) to maintain a robust pipeline.
- Value Alignment: Translate complex technical pain points into clear value propositions, specifically aligning Tigera’s security solutions with prospect needs.
- Executive Navigation: Confidently negotiate with technical architects, Platform Directors, and C-Suite executives.
- Cross-Functional Collaboration: Partner with Finance and Legal for deal execution while simultaneously managing the technical sales motion with engineers.
Qualifications & Skills
- Experience: 5+ years of outside sales experience, specifically managing complex, multi-stakeholder enterprise deals.
- Sales Rigor: Expert-level application of the MEDDPICC methodology.
- Technical Literacy:
- Deep knowledge of Cloud Native Technologies & Security.
- Familiarity with OCP, SUSE, Azure, AWS, GCP, Mirantis, and VMware, and related cloud-native security tools.
- Existing contacts of cloud, enterprise, and architectural decision makers at NA Enterprises.
- Bonus: Knowledge of AI/Agentic governance, security, and infrastructure.
- Proven Track Record: A documented history of exceptional quota attainment in a startup or high-growth environment.
- Adaptability: Proven ability to operate effectively in both direct and partner-led sales motions.
Why You’ll Succeed
You thrive in the "grey area" of a startup environment. You are comfortable selling highly technical, complex solutions and don't shy away from the technical grit required to win over a Cloud Architect, yet you possess the polish to close a deal with a CFO.
With offices in San Francisco, San Jose, Vancouver (Canada), Cork (Ireland), and London (England), we have a thriving team of diverse individuals from all over the world. We believe in a collaborative, flexible work environment based on respect for, and commitment from, every employee. We also offer a competitive compensation package along with full health, vision, and dental benefits. These benefits, coupled with an amazing team of individuals who believe in our mission and value openness, collaboration, and teamwork, make Tigera an awesome place to work.
