Commercial Account Executive – Expansion at Newrelic

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 Act as the designated Pipe Owner for our most strategic existing customers, responsible for converting high-velocity product usage into high-value enterprise partnerships. You will lead the transition from tactical, "bottom-up" adoption to enterprise-wide, "top-down" commitments. Your mission is to ensure the New Relic platform becomes the foundational observability and security layer for the customer’s entire digital estate. What you’ll do: • Strategic Pipe Ownership: Proactively mine consumption data and telemetry to identify Consumption Opportunities (CO) and convert elastic usage into predictable Annual Committed Revenue (ACR). • Whitespace & Consolidation: Map existing accounts to identify silos using legacy point solutions and execute aggressive "Take-out" strategies to drive platform consolidation. • Account Hygiene Excellence: Execute mandatory Customer Business Reviews (CBRs) and maintain live Account Plans to ensure technical usage aligns with the customer's FY27 business goals and digital transformation milestones. • Executive Navigation: Secure "Access to Power" by navigating beyond DevOps leads to Economic Buyers (CTO/CIO/VP Eng) to secure multi-year, 5+ -figure commitments and Global MSAs. • Expansion Motion: Lead with OpenTelemetry (OTel), AI-driven analytics (AIOps), and Security (SIEM/CSPM) capabilities to drive "Center of Excellence" models and estate-wide displacement of niche competitors. • Drive expansion across a portfolio of established organisations set up in the Commercials segment both existing and net new business { Below $100k Customers}for APAC. Represent the full New Relic platform, connecting to address complex, cross-functional business challenges • Maintain disciplined pipeline management and forecasting accuracy within a complex, multi-opportunity environment The role requires: • Expansion Expertise: 5+ years of experience in Enterprise Account Management or Sales (AE/SAE), with a proven track record of driving Land-and-Expand motions in high-growth SaaS environments (e.g., Elastic, New Relic, or Grafana) and maintaining long relationships with existing customers. • Tool Consolidation Specialist: Expert-level experience in "competitive displacement" identifying "shelfware" and articulating the ROI of moving from fragmented tools to a unified observability and security platform. • Executive Literacy: Ability to translate raw technical consumption (GBs ingested, host counts, or microservices) into business-level ROI and Value Realization frameworks for C-suite stakeholders. • Mentorship/Engagement (Senior AE): Experience acting as a "Player-Coach," contributing to the FY27 Sales Playbook and managing complex, multi-BU (Business Unit) expansions and global master service agreements. • Education: Degree in Business, Marketing, or equivalent practical experience navigating complex, multi-layered enterprise sales cycles and MEDDPICC-based forecasting. • A strong track record of achieving or exceeding revenue targets Experience engaging senior stakeholders, or the capability and credibility to do so effectively • Experience with SFDC and the ability to provide credible customer references Why This Matters In Commercials Unlike highly specialised enterprise roles, you will build broad customer coverage across industries and use cases, strengthening both your commercial adaptability and long-term internal mobility. How We Work • You will work closely with Solution Engineering, Alliances, and Technical Customer Success to design and deliver high-impact solutions. • Account Leadership: You will be trusted to shape your territory strategy, prioritise opportunities, and execute with autonomy, supported by structured enablement and leadership guidance. • Performance with Purpose: we measure success through revenue outcomes, customer impact, and quality of execution. High standards are balanced with collaboration, knowledge-sharing, and continuous improvement. • Continuous Development: the Commercials segment provides frequent exposure to complex deal cycles, accelerating learning and deepening Observability expertise. We invest in enablement, mentorship, and clear progression pathways. 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 [Upgrade to PRO to see contact]. 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 [Upgrade to PRO to see link]