Commercial Account Executive

You will manage a broad portfolio of new prospects and existing customer accounts. You will guide customers through discovery, solution alignment, negotiation, and close while communicating the DevSecOps value proposition and linking it to business outcomes. You will maintain evidence-based pipeline and account information, including buying criteria, processes, next steps, and owners. You will partner with business development, marketing, technical, and customer success colleagues; analyze wins and losses; share lessons learned; improve sales processes; and provide customer feedback through the public issue tracker.

Responsibilities

• Own a broad book of business covering new prospects and existing accounts
• Manage the full sales cycle from discovery and solution alignment through negotiation and close
• Articulate the DevSecOps value proposition and align it with customer business outcomes
• Analyze wins and losses and contribute to root-cause analyses
• Maintain accurate buying criteria, buying processes, next steps, owners, pipeline data, and account plans
• Document best practices and opportunities to improve the sales handbook and processes
• Provide account leadership across pre-sales and post-sales activities
• Represent customer feedback and ideas in the public issue tracker

Requirements

• Demonstrated success in software sales, ideally in a commercial market context
• Ability to guide customers through the full buying journey
• Communication and interpersonal skills for collaborating with business development, marketing, technical teams, and sales management
• Experience maintaining accurate evidence-based pipeline data and account plans
• Ability to conduct win/loss and root-cause analyses
• Negotiation, customer presentation, and commercial discussion skills
• Interest in open-source software and familiarity with Git, software development tools, or application lifecycle management
• Willingness to travel in line with company policy

Benefits

• Health, financial, and well-being benefits
• Flexible paid time off
• Team Member Resource Groups
• Equity compensation and Employee Stock Purchase Plan
• Parental leave