Commercial Account Executive

_Commercial Account Executive (Lower Enterprise) | Fully Remote_Overview

We're supporting a fast-growing cloud optimisation software company that's tackling one of the biggest challenges facing modern engineering organisations today: controlling cloud infrastructure costs without creating additional operational complexity.

Founded by industry veterans and trusted by some of the world's most sophisticated cloud-native businesses, the company has established itself as a leader in autonomous cloud cost optimisation. Following significant growth and increasing market demand, they are looking to hire a Commercial Account Executive to help accelerate new customer acquisition across the lower enterprise segment.

Why Join?

• Join a category-defining SaaS business transforming how organisations manage cloud spend
• Sell a solution that delivers clear, measurable ROI and solves a critical business challenge
• Work alongside leading cloud providers, channel partners, and FinOps specialists
• Be part of a high-growth, remote-first company with significant market momentum
• Enjoy genuine ownership and the opportunity to influence go-to-market strategy as the business scales

What You'll Be Doing

• Own the full sales cycle from prospecting and qualification through to negotiation and close across commercial and lower enterprise accounts
• Generate and manage pipeline through outbound activity, inbound leads, and strategic partner relationships
• Conduct detailed discovery sessions to understand customer cloud environments, business objectives, budgets, and timelines
• Deliver tailored product demonstrations and commercial proposals aligned to customer needs and expected outcomes
• Engage with technical, operational, and financial stakeholders, including Engineering Leaders, Cloud Architects, FinOps teams, Procurement, and CFOs
• Collaborate closely with Solutions Engineering, Customer Success, Marketing, cloud providers, and channel partners to accelerate deal progression and maximise win rates
• Maintain accurate forecasting and pipeline management through CRM best practices
• Drive net-new revenue growth across organisations spending $1M+ annually on cloud infrastructure

Skills RequiredEssential

• 3–5 years of quota-carrying B2B SaaS sales experience within a high-growth environment
• Proven track record of consistently achieving or exceeding revenue targets
• Experience selling into mid-market, commercial, or lower enterprise accounts
• Strong outbound prospecting and pipeline generation capabilities
• Experience managing multi-stakeholder sales cycles involving technical and business decision-makers
• Ability to articulate complex technical concepts and business value in a simple, compelling way
• Experience managing deals with ACVs ranging from $50K–$300K

Nice to Have

• Experience selling cloud, infrastructure, developer tooling, FinOps, or adjacent technology solutions
• Knowledge of AWS, Azure, or Google Cloud ecosystems
• Existing network within cloud infrastructure, SaaS, or FinOps communities
• FinOps Foundation certification
• AWS, Azure, or GCP certifications
• Experience working for a cloud MSP, cloud consultancy, FinOps vendor, or AWS Partner organisation

The Ideal Candidate

You'll thrive in a fast-paced, remote-first environment where ownership and initiative are highly valued. You're commercially driven, comfortable operating autonomously, and able to build credibility with both technical and financial stakeholders. You enjoy learning new technologies, embrace feedback, and are motivated by contributing to both team success and individual achievement.