Commercial Account Executive

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Commercial Account Executive based in Canada. As a Commercial Account Executive, you will own a territory end to end, combining new business development with the renewal and expansion of an existing customer portfolio. You will prospect organizations across the commercial and mid-market segment while managing approximately 40 existing accounts. The role requires a strong balance of hunting for new logos and farming established relationships to drive retention and growth. You will engage technical buyers across engineering, DevOps, SRE, platform, and IoT teams, connecting technical capabilities with meaningful business outcomes. From prospecting and discovery through technical evaluations, negotiation, renewal, and expansion, you will manage the complete customer journey. This is a remote opportunity for a commercially driven sales professional who enjoys building relationships, working with technical products, and taking ownership of measurable revenue outcomes. \n Accountabilities: - Own the full new-business sales cycle: Prospect, qualify, conduct discovery, scope opportunities, coordinate proof-of-concepts and technical evaluations, negotiate commercial terms, and close new customer accounts across the North American commercial territory. - Build and maintain pipeline: Generate opportunities through cold calling, outbound email, LinkedIn, account research, inbound follow-up, partner activity, and other self-sourced prospecting channels. - Lead consultative discovery: Understand each prospect’s technical use case, architecture, business impact, buying process, stakeholders, priorities, and definition of success to develop relevant sales strategies.

- Position solutions competitively: Understand the competitive landscape, including open-source and free alternatives, and clearly communicate differentiated business and technical value. - Partner on technical evaluations: Work closely with Sales Engineering to scope, coordinate, and execute technical evaluations and proof-of-concept engagements. - Own customer renewals: Manage renewal outcomes across a portfolio of approximately 40 existing accounts, maintaining accurate renewal forecasts and engaging customers well ahead of contract deadlines. - Drive account expansion: Identify and close opportunities involving new use cases, additional teams or business divisions, increased capacity, and product upgrades. - Build multi-threaded customer relationships: Develop relationships across multiple stakeholders within each account to strengthen customer engagement and reduce reliance on a single internal champion. - Manage retention risk: Identify potential churn or retention risks early and collaborate with Customer Success and Support teams to resolve issues before they impact renewal conversations. - Maintain ongoing account engagement: Conduct regular customer check-ins and business reviews to reinforce value, understand evolving requirements, and uncover opportunities for growth. - Manage territory performance: Build credibility with prospects, customers, and internal stakeholders from engineering teams through executive leadership while managing sales activity against territory objectives. - Maintain CRM and forecast accuracy: Keep opportunity details, next steps, renewal dates, pipeline activity, and forecasts accurate in Salesforce. - Achieve revenue targets: Manage pipeline and sales activity to meet or exceed monthly targets and quarterly quota across new business, renewals, and expansions. Requirements: - Sales experience: At least 1 year of quota-carrying sales experience , ideally selling data solutions, SaaS, PaaS, developer tools, or cloud infrastructure.