Commercial Account Executive

About the Role

The Commercial Account Executive will own the entire sales cycle, focusing specifically on our Commercial accounts (managing deals from $50,000 to $125,000 in ARR), and be responsible for developing territory plans and collaborating with leadership, account development representatives, and partners to achieve revenue goals. We are seeking strategic thinkers who are results-driven and naturally curious, possessing the persistence, heart, and drive to succeed in a fast-paced and dynamic environment. We are rapidly growing, and looking for future leaders who will continue to build repeatability into our sales process.

What You'll Do

• Own and close sales opportunities by demonstrating and documenting value during proof of concept (POC) engagements in collaboration with Sales Engineers.

• Lead effective sales conversations with prospects via Zoom and in-person, leveraging Sandler and Force Management methodologies.

• Manage a named account list or geographic territory, using MEDDPICC to forecast pipeline with accuracy and discipline.

• Proactively source new commercial opportunities through outbound efforts and in partnership with marketing and alliance teams.

• Stay current on industry trends in Cloud Optimization, FinOps, and DevOps to understand buyer challenges and connect solutions to real-world use cases.

• Research customer business initiatives, stakeholders, and technology ecosystems to drive tailored insight-led engagements.

• Partner with AWS sales and other strategic ecosystem teams to accelerate deal velocity and maximize pipeline coverage.

What You'll Need

• Bachelor's degree or equivalent experience preferred.

• Must be based in the Greater Boston area and available for a hybrid work schedule.

• Consistently meets or exceeds quota, with a track record of top performance.

• Strong understanding of modern sales practices and methodologies.

• Proficient in tools like Google Workspace, Microsoft Office, Salesforce, Zoom, and LinkedIn Sales Navigator.

• Clear, engaging communicator — thoughtful and persuasive across phone, email, and in-person settings (including trade shows).