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 potential in a fast-paced, innovative environment focused on customer outcomes and industry transformation.