Senior Commercial Account Executive

Accountabilities

• Own territory strategy, new-customer acquisition, and revenue performance, consistently achieving or exceeding quarterly new-logo and sales targets.

• Build and maintain a healthy, balanced pipeline that supports current and future quarters, generating new opportunities every week through proactive prospecting, inbound leads, sales development, and partner referrals.

• Develop and execute territory plans that prioritise high-potential accounts, industries, business challenges, partners, and use cases.

• Maintain consistent quarterly sales performance by progressing opportunities with urgency, identifying pipeline gaps early, and closing deals throughout the quarter rather than relying on last-minute results.

• Lead customer engagement through discovery meetings, product demonstrations, technical evaluations, executive briefings, and regular face-to-face interactions.

• Build relationships across infrastructure, cloud, platform engineering, virtualization, DevOps, AI, application, and executive teams, engaging multiple buying centres within target accounts.

• Position solutions for Kubernetes management, hybrid and multi-cloud infrastructure, virtualization modernisation, edge computing, platform engineering, GPU infrastructure, AI workloads, and infrastructure cost efficiency.

• Translate technical capabilities into clear business outcomes, including operational improvements, total cost of ownership, infrastructure economics, and AI-related efficiencies.

• Qualify and manage opportunities using MEDDPICC or comparable sales methodologies, establish clear next steps, coordinate proof-of-concept evaluations, and use mutual action plans where appropriate.

• Collaborate with sales engineering, marketing, sales development, leadership, and channel partners to accelerate opportunities and improve conversion rates.

• Develop productive relationships with value-added resellers, systems integrators, cloud providers, and technology partners to generate joint pipeline, coordinate account strategies, and expand market reach.

• Maintain accurate CRM records, disciplined forecasting, effective deal management, and a clear understanding of pipeline coverage, deal velocity, and territory performance.

• Identify opportunities to expand initial customer engagements into additional teams, business units, workloads, and use cases.

Requirements:

• At least 5 years of successful B2B enterprise technology sales experience in a customer-facing role, including in-person meetings, onsite discovery, executive presentations, and strategic account engagement.

• A proven track record of consistently achieving or exceeding quarterly sales quotas and acquiring new-logo customers.

• Demonstrated ability to maintain predictable quarterly performance, build pipeline early, and close business consistently throughout the sales cycle.

• Strong prospecting, outbound sales, pipeline generation, opportunity qualification, and territory-planning skills.

• Experience managing a high-velocity commercial sales environment with multiple active opportunities and disciplined follow-through.

• Ability to sell across multiple business functions and buying centres, develop executive relationships, identify decision-makers, and build strong internal champions.

• Experience working with channel partners to generate opportunities, develop joint account strategies, and accelerate sales.

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

• Familiarity with AWS, Microsoft Azure, and Google Cloud; exposure to GPU computing and AI infrastructure is highly desirable.

• Ability to connect technical solutions with business priorities, operational efficiency, total cost of ownership, and infrastructure economics.

• Experience applying MEDDPICC or a comparable enterprise sales qualification methodology.

• Strong CRM management, forecasting, pipeline analysis, and commercial decision-making skills.

• Excellent communication, relationship-building, negotiation, and presentation abilities.

• A proactive, competitive, curious, accountable, and coachable mindset, with the ability to thrive in a fast-moving growth environment.

• Willingness to engage customers face-to-face and take ownership of territory strategy, partner relationships, pipeline development, and results.

• Established customer and partner relationships in the Pacific Northwest are advantageous.

Benefits:

• On-target earnings (OTE): $240,000–$300,000, combining base salary and variable compensation at target.

• Equity opportunity, providing the potential to participate in long-term company value creation.

• Fully remote work arrangement, with the position based in the Seattle, Washington area.

• High-impact sales opportunity, with direct responsibility for territory development, customer acquisition, and revenue growth.

• Exposure to emerging technologies, including Kubernetes, cloud infrastructure, virtualization modernisation, GPU computing, and AI infrastructure.

• Collaborative sales ecosystem, with support from marketing, sales development, sales engineering, leadership, and channel partners.

• Professional growth potentialin a fast-paced, innovative environment focused on customer outcomes and industry transformation.