Senior Commercial Account Executive

This is a fully remote position, open to applicants in Washington.

📋 Description

• Consistently meet or surpass quarterly new-logo targets.

• Achieve strong quarterly linearity with new clientele and revenue closing throughout the quarter.

• Build, nurture, and oversee a robust pipeline that supports both current and future quarters.

• Take ownership of the territory from both revenue and go-to-market viewpoints.

• Develop and implement territory plans that pinpoint high-potential accounts, industries, partners, and use cases.

• Engage in proactive prospecting to create opportunities alongside those generated by inbound and SDR efforts.

• Conduct in-person client meetings, discovery sessions, demonstrations, technical evaluations, and executive discussions.

• Sell across various lines of business and buying centers.

• Forge relationships across infrastructure, cloud, platform engineering, virtualization, DevOps, AI, applications, and executive teams.

• Collaborate with channel partners, VARs, systems integrators, cloud providers, and technology partners.

• Secure initial use cases and expand into additional teams, business units, and workloads.

• Maintain precise forecasting and a firm grasp of the business.

• Generate new pipeline weekly and ensure adequate pipeline coverage.

• Advance opportunities with urgency and clearly defined subsequent steps.

• Oversee technical evaluations and POCs against established success criteria.

• Apply MEDDPICC principles and Mutual Action Plans as appropriate.

• Collaborate closely with Sales Engineering to transition technical evaluations into business decisions.

• Develop joint pipeline and account strategies in partnership with strategic channel partners.

• Provide accurate and consistent forecasts.

⛳️ Requirements

• Over 5 years of successful B2B enterprise technology sales experience in an in-person, customer-facing role.

• Demonstrated ability to cultivate customer relationships through face-to-face meetings, executive briefings, onsite discovery sessions, presentations, and strategic account engagements.

• Proven history of consistently achieving or surpassing quarterly quotas.

• Documented success in acquiring new-logo customers.

• Evidence of strong quarterly execution and sales linearity.

• Exceptional prospecting and pipeline-generation capabilities.

• Experience managing a high-velocity commercial sales process.

• Ability to juggle multiple active opportunities simultaneously without compromising sales discipline.

• Experience selling across diverse lines of business and buying centers.

• Experience collaborating with channel partners to generate and expedite pipeline.

• Working knowledge of cloud infrastructure, Kubernetes, containers, virtualization, or related technologies.

• Familiarity with AWS, Microsoft Azure, and Google Cloud.

• Exposure to GPU and AI infrastructure is highly desirable.

• Ability to link technical capabilities to business value, operational efficiency, TCO, and infrastructure economics.

• Experience with MEDDPICC or a comparable enterprise sales methodology.

• Strong discipline in CRM, pipeline management, forecasting, and territory planning.

• Established customer and partner relationships in New York and the Northeast are highly desirable.

🏝️ Benefits

• Equity.

• Fully remote work arrangement.

• Support from Marketing, Sales Development, Sales Engineering, leadership, and partner ecosystem.

• Opportunity to make a direct impact on company growth.

• Skills growth and professional development in a fast-paced environment.