Commercial Account Executive

Accountabilities:

• Own the full new-business sales cycle: Prospect, qualify, conduct discovery, scope opportunities, coordinate proof-of-concepts and technical evaluations, negotiate commercial terms, and close new customer accounts across the North American commercial territory.
• Build and maintain pipeline: Generate opportunities through cold calling, outbound email, LinkedIn, account research, inbound follow-up, partner activity, and other self-sourced prospecting channels.
• Lead consultative discovery: Understand each prospect’s technical use case, architecture, business impact, buying process, stakeholders, priorities, and definition of success to develop relevant sales strategies.
• Position solutions competitively: Understand the competitive landscape, including open-source and free alternatives, and clearly communicate differentiated business and technical value.
• Partner on technical evaluations: Work closely with Sales Engineering to scope, coordinate, and execute technical evaluations and proof-of-concept engagements.
• Own customer renewals: Manage renewal outcomes across a portfolio of approximately 40 existing accounts, maintaining accurate renewal forecasts and engaging customers well ahead of contract deadlines.
• Drive account expansion: Identify and close opportunities involving new use cases, additional teams or business divisions, increased capacity, and product upgrades.
• Build multi-threaded customer relationships: Develop relationships across multiple stakeholders within each account to strengthen customer engagement and reduce reliance on a single internal champion.
• Manage retention risk: Identify potential churn or retention risks early and collaborate with Customer Success and Support teams to resolve issues before they impact renewal conversations.
• Maintain ongoing account engagement: Conduct regular customer check-ins and business reviews to reinforce value, understand evolving requirements, and uncover opportunities for growth.
• Manage territory performance: Build credibility with prospects, customers, and internal stakeholders from engineering teams through executive leadership while managing sales activity against territory objectives.
• Maintain CRM and forecast accuracy: Keep opportunity details, next steps, renewal dates, pipeline activity, and forecasts accurate in Salesforce.
• Achieve revenue targets: Manage pipeline and sales activity to meet or exceed monthly targets and quarterly quota across new business, renewals, and expansions.

Requirements:

• Sales experience: At least 1 year of quota-carrying sales experience, ideally selling data solutions, SaaS, PaaS, developer tools, or cloud infrastructure.
• Commercial and mid-market expertise: Experience selling into commercial and mid-market organizations, with an understanding of their buying processes and stakeholder dynamics.
• Account management experience: Demonstrated experience managing customers after the initial sale through annual renewal cycles, with direct responsibility for retention and account growth.
• Full-cycle selling: Proven success managing a complete sales cycle from self-sourced prospecting and qualification through discovery, negotiation, and close.
• Hunter and farmer mindset: Ability to consistently generate new pipeline while simultaneously managing an active customer portfolio and protecting renewal revenue.
• Technical sales ability: Comfortable selling to technical audiences and translating complex product capabilities into clear business value.
• Communication skills: Excellent written and verbal communication skills, with the ability to engage effectively with stakeholders at different organizational levels.
• Quota performance: Demonstrated history of meeting or exceeding sales quotas and revenue targets.
• Sales execution: Strong prospecting, qualification, closing, account management, negotiation, and customer relationship skills.
• Renewal and expansion negotiation: Proven ability to negotiate commercial terms for both renewals and expansion opportunities.
• Pipeline discipline: Strong CRM hygiene, pipeline management, sales forecasting, organization, and attention to detail.
• Technical domain knowledge: Experience with open-source or commercial-open-source products, time-series data, observability, monitoring, IoT, industrial telemetry, DevOps, or SRE tooling is a plus.
• Combined quota experience: Experience carrying responsibility for both new-business and renewal revenue is advantageous.

Benefits:

• Remote work: Fully remote position based in Canada.
• Full-time opportunity: Join a globally distributed environment with significant ownership over a defined commercial territory.
• End-to-end sales ownership: Opportunity to manage the complete customer journey across prospecting, new business, renewals, expansions, and long-term account development.
• Technical sales exposure: Work with sophisticated technology solutions and engage directly with engineering, platform, DevOps, SRE, IoT, and executive stakeholders.
• Cross-functional collaboration: Partner closely with Sales Engineering, Customer Success, Support, and other internal teams to deliver successful customer outcomes.
• Professional growth: Develop expertise across consultative selling, technical discovery, account expansion, renewal strategy, and commercial territory management.
• Collaborative culture: Work within a team environment that emphasizes mutual respect, execution, continuous learning, openness to failure, and commitment to open-source principles.
• Remote interview process: Initial interviews are conducted remotely, typically through Zoom, with some roles potentially including an in-person meeting during the final stage.