Commercial Account Executive - West

Upwind Security • San Francisco, CA

2d

About The Position

Upwind is seeking an experienced Commercial Account Executive to join its sales team. The role focuses on building meaningful customer relationships, understanding customer value, and strategically advancing deals to close. The Account Executive will develop new business, exceed revenue targets, win new logos, and manage sales cycles from pipeline generation through negotiation and closure. The role also works with technical teams and channel partners to support customer outcomes and expand market reach. Upwind provides a cloud security platform that uses runtime context to identify and prioritize risks, with capabilities including cloud posture discovery, real-time threat protection, and API security.

Requirements

• Proven track record of driving and closing commercial deals.
• Ability to sell to both C-level executives and technical stakeholders in Cloud, Security, or DevOps.
• Consistent achievement of quota and revenue targets, supported by a strong W2 history.
• Familiarity with proven qualification methodologies such as MEDDPICC and a disciplined sales process.
• Excellent communication and presentation skills.
• Self-motivated, results-driven, collaborative, and adaptable in a fast-paced, rapidly changing startup environment.

Nice To Haves

• Strong understanding of cloud security concepts, technologies, and trends.

Responsibilities

• Develop and execute a sales strategy to generate new business pipeline, exceed revenue targets, and win new logos.
• Understand customer needs, challenges, and business objectives, and position Upwind’s solution with C-level executives and technical stakeholders.
• Partner with technical teams to support integration and implementation and accelerate customer time to value.
• Lead end-to-end sales cycles, including pipeline generation, opportunity qualification, and delivery of business cases and ROI justifications.
• Build trusted relationships with channel partners and the broader ecosystem to expand and optimize market reach.
• Lead contract negotiations through completion and successful closure.
• Maintain accurate business forecasting and reporting, including disciplined SFDC hygiene.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed