Commercial Account Executive – Expansion

Confirmed live in the last 24 hours

New Relic

Bangalore, India

Hybrid

Posted April 23, 2026

Job Description

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