Commercial Account Executive – SMB & Startups, UK&I
Core
Own the SMB and startup segment across UK&I, selling cloud-native security platform to scaling companies.
Role type
Commercial Account Executive (SMB & Startups)
Builds
New business pipeline and commercial agreements for Upwind's runtime-first cloud security platform
Domain
Cloud Security / Cybersecurity
Required skills
B2B software sales, SaaS/cloud/cybersecurity sales, high-volume pipeline management, technical buyer engagement, MEDDPICC qualification, forecasting, channel partner management
Preferred skills
CNAPP/CSPM/CWPP sales, startup/scale-up sales, UK&I tech/VC ecosystem knowledge, AWS Marketplace transactions
Technologies
eBPF, CNAPP, CSPM, CWPP, AWS Marketplace, Salesforce
Responsibilities
Build territory plan for outbound prospecting, inbound leads, and partner referrals; Run full sales cycles from discovery to close; Engage founders, CTOs, and security leads; Partner with Solutions Engineering for evaluations; Work with channel partners and AWS ecosystem; Negotiate and close agreements; Forecast and manage Salesforce pipeline
Seniority
Mid-level, individual contributor