Embrace

About the Role We are hiring for a business development lead. You’ll be the sole owner of business development at Embrace, charged with building the function from the ground up. You will own the top of the funnel and setting the strategy for how we engage, educate, and excite new prospects. You’re not just here to book meetings; you’re here to build a pipeline engine that scales. You’ll be our go-to prospector, lead hunter, and creative opener fluent across email, phone, LinkedIn, and IRL encounters. You’ll be the person who builds the system, then the team. This is a remote-first role within the U.S. and Canada.   Why Join Embrace? As the only user-focused, mobile-first observability solution built on OpenTelemetry, Embrace delivers crucial insights across both DevOps and mobile teams to illuminate real customer impact, not just server impact, but to deliver the best app experiences. Customers like The New York Times, Marriott, Masterclass, Home Depot, and Cameo love Embrace’s mobile observability platform because it makes extremely complicated and voluminous data actionable. Our cultural values highlight how we seek to improve as individuals, team members, and a company each and every day.   What You'll Do Assess ICP fit, qualify and map accounts, identify buying groups, and infiltrate your way into multi-threaded conversations. Own and execute outbound prospecting campaigns across all channels email, phone, LinkedIn, events, and in-person visits. Generate qualified pipeline for our Account Executives by uncovering and creating new opportunities. Qualify and respond to inbound interest quickly and thoughtfully, ensuring no high-intent leads fall through the cracks. Design and test creative outbound strategies, messaging, and cadences. Use tools like Apollo, Clay, SalesLoft, Outreach, and ZoomInfo to scale intelligent prospecting efforts. Navigate and manage email deliverability best practices to ensure high inbox reach. Represent Embrace at industry events, in-office visits, and other field-based networking opportunities. Build and maintain clean, detailed records of outreach and learnings in our CRM (Salesforce) and sales engagement tools. Partner with Marketing and Sales to feedback prospect learnings and help evolve our GTM strategy. Lay the groundwork for future BD hires by documenting systems, sharing learnings, and leading by example. What You Bring 5+ years of experience in outbound sales or business development at a SaaS company, ideally selling into technical buyers like engineering and DevOps. You’ve built pipeline from scratch, whether at a startup or standing up a new segment at scale. Deep experience with sales engagement platforms and lead-gen tools: Apollo, LinkedIn Sales Navigator, Outreach, Clay, ZoomInfo, etc. You understand and manage email deliverability, SPF, DKIM, domain warm-up isn’t foreign to you. You’re a creative opener who knows how to research, personalize, and break into cold accounts. You’re persistent, organized, and action-oriented i.e. you don't wait to be told. Comfortable showing up in person: whether that's a conference, meetup, or prospect visits. Strong communicator who can collaborate cross-functionally and iterate quickly. Passionate about building - you're excited by ambiguity and energized by ownership. Curious, thoughtful, and deeply motivated by Embrace’s mission to elevate mobile experiences. The ideal candidate will have At least one favorite karaoke song An opinion on Star Wars vs Star Trek Cultural Values Perspective - seeking to understand others’ perspectives Investing - investing in discovering value, unprompted Honesty - delivering brutal honesty kindly Simplest - finding the simplest solutions by focusing on outcomes Ownership - empowering yourself and others through solutions, not answers Dark Humor - finding levity together, even when tackling hard problems About Embrace Embrace provides the only user-focused mobile app observability solution based on OpenTeleme

Embrace is looking for a high-impact Enterprise Account Executive (AE) to source, progress, and close new business with mid-market and enterprise companies. This role is ideal for a self-starter who can build pipeline through outbound, inbound, and partner-led motions and drive complex, technical sales cycles from first conversation to proof-of-value (POV) and close. You’ll serve as a strategic advisor to engineering and product leaders, help them uncover user experience blind spots, and deliver measurable value through Embrace’s observability platform. What You’ll Do Own the full sales cycle from prospecting to close across enterprise and mid-market accounts Cultivate opportunities through outbound prospecting , inbound leads , and strategic partnerships (e.g., Grafana) Drive and manage proof-of-value (POV) trials, partnering with Solutions Engineers to scope and execute effectively Engage both technical buyers (Mobile Leads, SREs, Frontend Leads, VPs Eng) and executive sponsors (CTOs, CPOs) Differentiate Embrace against homegrown tools and platform competitors by leading value-based sales conversations Build and execute deal strategies using MEDDPICC or similar frameworks Collaborate with SDRs, SEs, Marketing, and Customer Success to quarterback deal execution Consistently maintain pipeline hygiene and forecasting discipline in Salesforce and Gong Represent Embrace at events, onsite meetings, and partner-led field activities What You'll Bring 5+ years of full-cycle SaaS sales experience; 2+ years selling to technical stakeholders Experience selling products with SDKs, integrations, or developer-focused value propositions Proven ability to manage 6–9 month deal cycles with $75K–$150K ACV (and up) Familiarity with DevOps, mobile development, or observability is a strong plus Experience executing POVs/POCs with engineering teams Fluent in articulating technical and business value to multiple stakeholders Experience using MEDDPICC, Command of the Message , or similar methodologies Strong collaboration skills. Thrives in a deal-team model with SEs, SDRs, and partners Naturally curious, competitive, and intellectually agile In the United States, the OTE annual compensation range for this role is $225k - $300k. Actual compensation may vary based on level, experience, and skillset as assessed in the interview process. Benefits include equity and other benefits as detailed on our careers page. Though Embrace is a remote company, gathering is essential to our culture for collaboration and connection. We like to ensure that all of our team members have the ability to travel so that they can attend occasional company events (like our annual company trip!), working sessions, or conferences with other team members.  Why Join Embrace As the only user-focused observability solution built on OpenTelemetry, Embrace delivers crucial insights across both DevOps, web and mobile teams to illuminate real customer impact – not just server impact – to deliver the best app experiences. Customers like The New York Times, Marriott, Masterclass, Home Depot, and Cameo love Embrace’s observability platform because it makes extremely complicated and voluminous data actionable. Our cultural values highlight how we seek to improve as individuals, team members, and a company each and every day.