Remote Enterprise Account Executive - Cloud Sales Specialist

About the Role

We are seeking a motivated and results-driven Remote Enterprise Account Executive to help grow our Platform Prime customer base and increase revenue. As a Cloud Sales Specialist, you will play a pivotal role in driving North America sales through a mix of new customer acquisition and cross-selling into existing clients. This is an individual-contributor, quota-carrying role that can be based remotely in the US.

What You'll Do

• Sales Strategy & Execution: Develop and implement strategies to generate new Prime business opportunities and achieve sales targets within assigned territories/accounts.
• Client Engagement: Actively engage with existing Platform Core customers to understand their unique challenges and business needs, providing Azul solutions.
• Sales Pipeline Management: Manage the entire sales cycle, from lead generation to close. Maintain a robust pipeline of opportunities and forecast accurately.
• Cross-functional Collaboration: Work closely with Sales Engineers, Marketing, and Customer Success teams to ensure prospects receive comprehensive, clear, and accurate product demonstrations, proposals, and support.
• Negotiation & Closing: Drive contract negotiations, while consistently closing business on a monthly and quarterly basis.
• Reporting: Maintain accurate records of sales activity, progress, and outcomes in Salesforce.

Requirements

• 15+ years of direct software sales experience.
• Proven track record of direct sales of both on-premise and cloud-based software solutions into large enterprises, as well as SaaS-centric companies.
• Demonstrated experience in key verticals: online retail, e-commerce, ad-tech, gaming, and financial services.
• Significant experience selling into the infrastructure space (OS, JVM, Container) versus the application space.
• Confident experience working in close partnership with a Technical Sales Engineer.
• Extensive experience selling technical products that require technical POCs.
• Experience selling enterprise products based on Java-based Open Source is highly desired.
• Undergraduate degree or equivalent experience.

Nice to Have

• Exceptional communicator, influencer, and presenter.
• Ability to evangelize a new solution where there most likely is not an existing budget placeholder.
• Demonstrated ability with Multi-Level selling.
• Proficient in deal qualification methodologies, MEDDPICC preferred.
• Progressive and proactive use of industry sales tools and systems.

What We Offer

• Competitive salary with performance bonuses.
• Flexible remote work environment.
• Health, dental, and vision insurance.
• Generous paid time off and holidays.
• Professional development opportunities.
• Collaborative team culture.