Commercial Account Executive

CanadaRemoteFull-timemid

SalesCommercial Account Executive

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Quick Summary

Requirements Summary

Build credibility with prospects, customers, and internal stakeholders from engineering teams through executive leadership while managing sales activity against territory objectives.

Technical Tools

SalesCommercial Account Executive

As a Commercial Account Executive, you will own a territory end to end, combining new business development with the renewal and expansion of an existing customer portfolio. You will prospect organizations across the commercial and mid-market segment while managing approximately 40 existing accounts. The role requires a strong balance of hunting for new logos and farming established relationships to drive retention and growth. You will engage technical buyers across engineering, DevOps, SRE, platform, and IoT teams, connecting technical capabilities with meaningful business outcomes. From prospecting and discovery through technical evaluations, negotiation, renewal, and expansion, you will manage the complete customer journey. This is a remote opportunity for a commercially driven sales professional who enjoys building relationships, working with technical products, and taking ownership of measurable revenue outcomes.

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

~2 min read

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.

What We Offer

~2 min read

✓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.