Commercial Account Executive

This is a fully remote position, open to applicants in Canada, +7 more countries.

📋 Description

• Take ownership of the entire sales cycle for new logos in the North American Commercial sector, which includes prospecting, discovery, scoping, proof of concept, negotiation, and closing deals.

• Build and maintain a robust pipeline through cold calls, outbound emails, LinkedIn outreach, account research, inbound follow-ups, and partner engagement.

• Conduct discovery sessions to comprehend technical use cases, assess business impact, navigate the buying process, identify stakeholders, and establish success criteria.

• Analyze the competitive landscape, including open-source alternatives, and position InfluxData effectively to secure wins.

• Collaborate with Sales Engineering on technical evaluations and proofs of concept.

• Manage renewal outcomes for around 40 existing accounts and ensure accurate renewal forecasts.

• Initiate renewal discussions early to gauge usage trends, changes in the customer environment, budget cycles, and shifts in stakeholders.

• Identify and finalize expansions that involve new use cases, teams, divisions, capacity increases, and upgrades.

• Develop multi-threaded relationships across various accounts.

• Detect and escalate retention risks, collaborating with Customer Success and Support to address them.

• Facilitate regular account check-ins and business reviews.

• Establish trust with internal stakeholders, prospects, and customers ranging from engineering to executive levels.

• Keep accurate records of opportunity details, next steps, renewal dates, and forecasts in Salesforce.

• Forecast and manage sales activities and pipeline to achieve revenue targets and organizational goals.

• Meet or surpass monthly targets and quarterly quotas for new business as well as renewal/expansion efforts.

⛳️ Requirements

• A minimum of 1 year of quota-carrying sales experience in selling data solutions, SaaS, PaaS, developer tools, or cloud infrastructure.

• Proven experience in selling to commercial and mid-market organizations.

• Experience in managing accounts post-close through annual renewal cycles, with a focus on retention and growth.

• A demonstrated track record of successfully managing a full sales cycle from self-sourced pipeline to closing deals.

• Ability to balance hunting for new business and farming existing accounts while managing an active book of business.

• Comfort in selling to technical buyers and translating technical capabilities into business value.

• Excellent written and verbal communication skills.

• Proven history of meeting or exceeding sales quotas.

• Strong skills in prospecting, qualifying, closing, and account management.

• Exceptional negotiation skills, including expertise in renewal and expansion negotiations.

• Disciplined approach to pipeline management, CRM hygiene, and forecast accuracy.

• Familiarity with open source or commercial-open-source products is an advantage.

• Experience with time series data, observability, monitoring, IoT or industrial telemetry, DevOps, or SRE tooling is a plus.

• Previous experience managing a combined new business and renewal quota is a plus.

• Must reside in Australia, Canada, Germany, Ireland, Italy, Spain, the United Kingdom, or the United States.

• Must be authorized to work in the country where you are currently located.

• Must indicate if employment visa sponsorship will be required.

🏝️ Benefits

• Flexible remote work arrangement.

• Work in a globally distributed, remote-first environment.

• Participate in a remote interview process via Zoom.

• Reasonable accommodations available for qualified individuals with disabilities or disabled veterans.