Commercial Account Executive – SMB & Startups

Upwind Security

. Build and work a territory plan to generate new business pipeline through outbound prospecting, inbound leads and partner referrals .

Posted 9/30/2026full-timeUnited KingdomMid-LevelSeniorWebsite

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates expertise in B2B software sales, particularly in SaaS, cloud, and cybersecurity, with a strong ability to engage technical and business stakeholders. Proven track record in managing high-volume sales pipelines and achieving sales quotas while maintaining accurate forecasting and disciplined record-keeping.

Highest-signal resume keywords

B2B Software Sales ExperienceSaaS SalesCloud Security SolutionsSalesforce ProficiencyMEDDPICC Qualification

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Cycle ManagementPipeline ManagementProposal DevelopmentNegotiation SkillsForecasting Accuracy

Soft Skills

EnergyResilienceAdaptabilityCuriosity

Tools & Technologies

SalesforceAWS Marketplace

Industry Keywords

CloudCybersecurityStartupsScale-upsUK&I Tech Ecosystem

Tech Stack

Tools & technologies

AWSCloudCyber Security

About the role

Key responsibilities & impact

Build and work a territory plan to generate new business pipeline through outbound prospecting, inbound leads and partner referrals
Run full sales cycles from discovery and demo through proposal and close
Engage founders, CTOs, VPs of Engineering and security leads, positioning Upwind against growth, compliance and cloud priorities
Partner with Solutions Engineering to deliver focused, efficient evaluations that get customers to value quickly
Work with channel partners, AWS and the startup ecosystem to extend reach
Negotiate and close commercial agreements and identify expansion opportunities
Forecast accurately and maintain disciplined Salesforce records while managing a high volume of opportunities
Work in channel offices 1–2 days weekly

Requirements

What you’ll need

3+ years of B2B software sales experience, ideally in SaaS, cloud or cybersecurity
Track record of winning net new logos and consistently hitting or exceeding quota
Experience managing a high-volume pipeline with shorter sales cycles
Confidence engaging business and technical buyers, including founders and engineering leaders
Disciplined approach to qualification (MEDDPICC or similar) and forecasting
Curiosity about cloud and security technology, and willingness to learn it deeply
Energy, resilience and adaptability in a fast-moving, high-growth environment
Experience selling CNAPP, CSPM, CWPP or cloud security solutions (nice to have)
Experience selling into startups or scale-ups, or familiarity with the UK&I tech and VC ecosystem (nice to have)
Experience transacting through AWS Marketplace (nice to have)

Benefits

Comp & perks

Uncapped commission
Stock options
Clear path to grow into enterprise selling
Opportunity to help build the UK&I business from the ground up
Work with a founding team and leadership who move quickly and back their sellers