Strategic Account Executive

Platform.sh•Austin, TX

9d•Remote

About The Position

About Upsun (formerly Platform.sh) Upsun is the cloud application platform humans and robots love. It is built for today’s hybrid teams, where AI agents write and test code and humans focus on solving the problems that really matter. Developers, DevOps engineers, and platform teams use Upsun to build, ship, and scale confidently without wrestling with backend infrastructure. We give you your time back. You get: Predictable performance, even at scale Secure, compliant environments by default Real-time observability and profiling built in Cloning, configuration, and provisioning in seconds AI-ready features that plug directly into your stack The name says it all. "Up" means uptime, reliability, and acceleration. "Sun" reflects our follow-the-sun-support, a 24x7, globally distributed support team keeping the lights on while you rest. Our core belief is that software should power brighter solutions and greater innovation. Upsunners are a remote, global workforce, and we thrive in a multicultural team. We are committed to open source and an open, welcoming environment. Our team spans the globe and the experience spectrum. What's our commonality, our cultural fabric? A curious spirit and a thirst for knowledge; an eagerness for innovative ideas and cultures. We believe we can build anything together in an environment that frees you to do your best work. Our values: 🌿 We make a positive impact. ✨ We aim for the stars. 💚 We care for each other. Impact of a Strategic Account Executive As a Strategic Account Executive at Upsun, you play a key role in driving new customer growth by identifying, engaging, and closing high-potential accounts across North America. You help organizations discover the value of Upsun’s cloud application platform by building trusted relationships, understanding complex business needs, and guiding prospects from initial interest through long-term partnership. Reporting to the General Manager of North America/APAC, you own the full sales cycle, from prospecting and qualification to closing and account expansion. You collaborate closely with Marketing, Solutions Architects, and Customer Success to deliver a seamless buyer experience and consistently exceed revenue targets. This is a quota-carrying, individual contributor role for a strategic, customer-centric seller who thrives in complex sales environments. You bring curiosity, discipline, and a growth mindset to your work, continuously refining your approach to drive pipeline, close meaningful deals, and support sustained customer success.

Requirements

5+ Years of Technology Sales Experience: Demonstrated success in technology-focused B2B sales environments, with substantial experience working within North America.
Tenacity and Target-Driven: Tenacious in pursuit of sales targets, with a strong desire to consistently exceed expectations.
Strong value selling approach: Passion for resolving clients' business challenges beyond relationship management using technology alongside self-direction and resourcefulness.
Growth Mindset: Demonstrates a sustained commitment to continuous improvement. Actively pursues learning opportunities, solicits feedback proactively, and embraces coaching as a catalyst for performance acceleration.
Technological Acumen: Quickly grasps new technological concepts, demonstrating a keen understanding and interest in the technology sector.
Pipeline Generation: Strong experience with generating sales pipelines, identifying leads, and nurturing prospects through to contract signature.
Communication and Interpersonal Skills: Excellent verbal and written communication abilities, coupled with strong interpersonal skills to build rapport and engage effectively with prospects.
Team Collaboration: A team player with a positive attitude, eager to collaborate effectively within a diverse, global team setting.
Sales Methodologies: Demonstrable experience in managing and closing new clients using Solution Selling and Value Selling techniques. Familiarity with MEDDIC/MEDDPICC sales methodologies preferred.
Self-Starter: Independent and proactive, able to initiate and drive projects forward while being an integral part of a global sales team
CRM Proficiency: Experience with CRM software, preferably Salesforce, to manage relationships and maintain accurate sales records.
Language Skills : Proficiency in English
Travel Requirements: Willingness to travel as required to meet business needs (approximately 25% of the time).

Nice To Haves

Experience with platform-as-a-service, cloud technologies, and web applications.
Bachelor's Degree with a technical or business focus preferred.

Responsibilities

Territory & Account Strategy: Create and execute a tailored plan to achieve corporate objectives within new and existing client accounts, matching our ideal client profile across your territory, and emphasizing our value proposition.
End-to-End Sales Ownership: Manage the full sales cycle from prospecting through deal closure, including assessing buying intent and tracking customer and transactional data in Salesforce.
Cross-Functional Collaboration: Partner closely with Solutions Engineering, Sales Operations, Legal, Customer Success, and other internal teams to ensure effective coordination and support throughout the sales process.
Product Demonstrations: Deliver compelling product demonstrations to prospective customers, either independently or alongside a Solutions Architect, tailored to technical and business needs.
Market & Competitive Insight: Stay informed on competitor offerings, industry trends, and product innovation to strategically position Upsun in the market.
Stakeholder Communication: Foster strong, clear communication with management, customers, partners, and internal teams, including pre-sales and onboarding staff, and actively participate in strategy and customer care initiatives.
Forecasting & Deal Execution: Accurately forecast pipeline activity and successfully close new business by clearly differentiating Upsun from competing solutions.
Revenue Growth & Pipeline Management: Drive new subscription revenue by building and managing a robust pipeline, taking full ownership of strategy and results within your territory.
Regional Travel: Travel as needed within your designated region to support sales efforts and deepen customer relationships.