Copado sits in a mature corner of SaaS where platform adoption is tied to the Salesforce ecosystem and enterprise change programs, not lightweight point solutions. That context makes the Strategic Account Executive remit notable: it combines new logo pursuit with install base expansion in an environment where procurement, security, and technical validation tend to shape deal cycles. The emphasis on MEDDPICC and multi year structures signals a role built around disciplined enterprise execution rather than opportunistic inbound.
For a SaaS sales career, this kind of seat builds durable enterprise muscle. Owning a dual motion book develops judgment on when to hunt versus when to expand, how to map stakeholders across IT and finance, and how to translate platform outcomes into ROI narratives. Working with consumption or volume based pricing also strengthens commercial fluency that transfers across modern SaaS monetization models, especially in categories adjacent to DevOps and developer tooling.
This role is best suited to a seller who prefers structured qualification, proactive pipeline creation, and comfort operating across partners, solutions engineering, and customer success. It fits someone who enjoys navigating complex account hierarchies, forecasting with rigor, and using a contemporary sales stack to sustain multi thread engagement over longer enterprise cycles.
About Copado
Copado is the leading DevOps platform for Salesforce, revolutionizing how the world's largest organizations achieve success in their Salesforce deployments. Our mission is to accelerate the Salesforce development lifecycle, support digital transformation, and deliver unparalleled value to our customers. We continuously innovate, ensuring our platform meets the evolving needs of Salesforce developers and operations professionals.
Job Summary
As a Strategic Account Executive at Copado, you'll own a portfolio of enterprise accounts across both net new acquisition and install base expansion. You'll develop and execute a go-to-market strategy that drives revenue through every stage of the enterprise software sales lifecycle — from initial outreach through contract execution and post-close expansion.
Key Responsibilities
- Own a dual-motion book of business: drive new logo acquisition while simultaneously executing expansion within the existing install base
- Develop and execute a regional strategy leveraging intent data, partner channels, and your network to generate and qualify enterprise pipeline
- Apply MEDDPICC rigorously across all active opportunities at every stage
- Sell complex SaaS licensing and volume-based / consumption pricing deals to enterprise buyers, including multi-year agreements
- Navigate sophisticated client hierarchies, engaging technical champions, business sponsors, and economic buyers simultaneously
- Manage and accurately forecast a multi-million dollar pipeline in Salesforce CRM
- Leverage the full technology stack — CRM, sales engagement, intent data, AI-powered prospecting, and conversation intelligence
- Collaborate with SEs, BDRs, channel partners, Salesforce ecosystem stakeholders, and Customer Success
- Deliver executive-level business cases connecting Copado's platform to customer ROI, risk reduction, and speed-to-value
- Track, analyze, and communicate pipeline health, deal velocity, and forecast accuracy to leadership weekly
Qualifications & Experience
- 8–10 years of enterprise SaaS sales experience with a demonstrated track record of quota achievement in complex, multi-stakeholder deals (2,500+ employee accounts)
- Direct experience selling SaaS / cloud licensing and/or volume-based or consumption pricing models, including multi-year contract structures
- Fluency in MEDDPICC — applied in real time to active deals and forecast conversations
- Proven ability to self-source pipeline through outbound, channel, and network — not reliant on inbound alone
- Ability to navigate and influence C-suite and VP-level buyers in CFO/CIO language
- Comfortable leveraging a modern sales stack: Salesforce, sales engagement platforms, intent data (e.g., 6sense), Gong, and AI-enabled prospecting tools
- Highly motivated, self-starting, and comfortable operating in a fast-moving entrepreneurial environment
- Proven success running both new logo and expansion motions within the same book of business
Benefits
- Existing relationships in the Salesforce ecosystem (AEs, partners, SIs, ISVs) is a plus
- Familiarity with DevOps, CI/CD, release management, or platform engineering is a plus
Copado offers a comprehensive benefits package, which includes:
- Competitive salary and performance-based bonuses.
- Comprehensive health, dental, and vision insurance.
- 401(k) Plan
- Paid Time Off
- Wellness Perks
Copado is Equal Employment Opportunity and Affirmative Action Employers. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. Copado does not accept unsolicited headhunter and agency resumes. Copado will not pay any third-party agency or company that does not have a signed agreement with Copado.
