Upwind is the runtime-powered CNAPP that leverages runtime data to secure our customers’ cloud infrastructure. Upwind’s holistic approach to cloud security helps organizations mitigate the risks that actually matter, identify the root causes of threats in minutes and respond with context and automation. Upwinders are spread across the globe in all departments and work together to protect the infrastructure of our customers - we’re a strong, emerging player in a massive and growing market, and it’s still early enough for you to make a significant impact. At Upwind, you’ll have the freedom to think creatively, dream big, and use your full range of skills to contribute to our record growth.

We are looking for an experienced Commercial Account Executive to join our team of expert sellers that is deeply committed to building meaningful relationships with customers, focusing on their value and thinking strategically about bringing deals to close.

Responsibilities

• Develop and execute a comprehensive sales strategy to identify and generate new business pipeline, exceed revenue targets, and win new logos in small and mid-market enterprises
• Demonstrate a thorough understanding of customer needs, challenges, and business objectives to effectively position Upwind’s solution with C-level executives and technical stakeholders
• Partner closely with technical teams to ensure seamless integration and implementation to accelerate the time-to-value realization for clients
• Lead and execute end-to-end sales cycles with excellence in all phases: from pipeline generation and opportunity qualification to the creation of a quantifiable business case / ROI justification
• Collaborate and build trusted relationships with Upwind channel partners and ecosystem to expand and optimize market reach
• Lead contract negotiations to completion and successful closure

• Minimum 2 years of direct software sales experience successfully sourcing, managing, and closing deals from start to finish, preferably with cloud, security, or devops buyers
• Proven track record of outbound pipeline generation to create and close new logos
• Able to communicate Upwind value proposition effectively to C-level business executives and technical stakeholders
• A strong desire to embrace, learn, and execute qualification methodologies (e.g. MEDDPICC) and a disciplined sales process
• Maintain accurate forecasting and reporting of the business to leadership with a data-driven approach to SFDC hygiene
• Excellent communication and presentation skills.
• Self-motivated, results-driven, collaborative, and adaptable to keep up in a very fast-paced, rapidly changing, startup environment
• Understanding of cloud security concepts, technologies, and trends is preferred