Commercial Account Executive
Core
Own a territory end-to-end by combining new business development with the renewal and expansion of an existing customer portfolio.
Role type
Commercial Account Executive
Builds
New customer accounts, renewals, and expansions for commercial and mid-market organizations
Domain
SaaS, cloud infrastructure, developer tools, IoT, observability
Required skills
quota-carrying sales experience, full-cycle selling, account management, technical sales ability, pipeline discipline, negotiation, CRM hygiene, consultative discovery, multi-threaded relationship building
Preferred skills
selling data solutions, SaaS, PaaS, developer tools, or cloud infrastructure; experience with open-source products, time-series data, observability, monitoring, IoT, industrial telemetry, DevOps, or SRE tooling; combined quota experience for new business and renewals
Technologies
Salesforce, Zoom
Responsibilities
Prospect, qualify, conduct discovery, scope opportunities, coordinate proof-of-concepts and technical evaluations, negotiate commercial terms, and close new customer accounts; Generate opportunities through cold calling, outbound email, LinkedIn, account research, inbound follow-up, partner activity, and other self-sourced prospecting channels; Understand each prospect's technical use case, architecture, business impact, buying process, stakeholders, priorities, and definition of success to develop relevant sales strategies; Understand the competitive landscape, including open-source and free alternatives, and clearly communicate differentiated business and technical value; Work closely with Sales Engineering to scope, coordinate, and execute technical evaluations and proof-of-concept engagements; Manage renewal outcomes across a portfolio of approximately 40 existing accounts, maintaining accurate renewal forecasts and engaging customers well ahead of contract deadlines; Identify and close opportunities involving new use cases, additional teams or business divisions, increased capacity, and product upgrades; Develop relationships across multiple stakeholders within each account to strengthen customer engagement and reduce reliance on a single internal champion; Identify potential churn or retention risks early and collaborate with Customer Success and Support teams to resolve issues before they impact renewal conversations; Conduct regular customer check-ins and business reviews to reinforce value, understand evolving requirements, and uncover opportunities for growth; Build credibility with prospects, customers, and internal stakeholders from engineering teams through executive leadership while managing sales activity against territory objectives; Keep opportunity details, next steps, renewal dates, pipeline activity, and forecasts accurate in Salesforce; Manage pipeline and sales activity to meet or exceed monthly targets and quarterly quota across new business, renewals, and expansions.