Commercial Account Executive - Eastern Canada

Upwind Security, Inc.; Toronto; On-site; CAD 110,000 - 180,000; Full time

Job summary

Upwind Security, Inc. is seeking an experienced Commercial Account Executive to build strategic relationships with customers, focusing on value and deal closure.

You will drive revenue by selling cloud security platforms to executives and technical teams, guiding prospects through the full sales cycle, and delivering measurable ROI narratives. You will collaborate across product, engineering, and partnerships to align client needs with Upwind’s innovative, eBPF-powered security platform,

Qualifications

• Must have proven ability to close commercial deals
• Experience selling to C-level and technical stakeholders in Cloud/Security/DevOps
• Consistent quota attainment with strong W2 history
• Familiar with MEDDPICC or similar qualification methodologies
• Accurate forecasting and SFDC data hygiene to leadership
• Excellent written and verbal communication and presentation skills
• Self-driven, collaborative, adaptable to fast-changing startup environments
• Solid understanding of cloud security concepts and trends

Responsibilities

• Develop and execute a comprehensive sales strategy to identify and generate new business pipeline, exceed revenue targets, and win new enterprise logos
• Demonstrate an understanding of customer needs and business objectives to position Upwind’s solution with executives and technical stakeholders
• Partner with technical teams to ensure smooth integration and faster time-to-value for clients
• Lead end-to-end sales cycles from pipeline generation to ROI-backed business cases
• Collaborate with Upwind channel partners to expand market reach and partnerships
• Lead contract negotiations to closure and ensure successful outcomes

Skills

Sales track record

C-level selling

Quota achievement

MEDDPICC / structured process

Forecasting / SFDC hygiene

Communication & presentation

Self-motivated / startup pace

Cloud security knowledge

Job description

Description

Upwind is a next-generation Cloud Security Platform that leverages runtime context to identify and prioritize critical risks, providing precise insights and efficient cloud security management. Unlike traditional tools, Upwind uses runtime data proactively for risk prioritization and posture insights, ensuring teams focus on what truly matters. With industry-leading efficiency and eBPF-powered sensors, Upwind delivers comprehensive capabilities, including agentless cloud posture discovery, real-time threat protection, and integrated API security. From misconfigurations to malware defense, Upwind ensures end-to-end, cost-effective cloud infrastructure protection. At Upwind, you’ll have the opportunity to think creatively, explore new ideas, and use your skills to make a meaningful impact on our growth.

We are looking for an experienced Commercial Account Executive to join our team of expert sellers that is deeply committed to building meaningful relationships with customers, focusing on their value and thinking strategically about bringing deals to close.

Description

Upwind is a next-generation Cloud Security Platform that leverages runtime context to identify and prioritize critical risks, providing precise insights and efficient cloud security management. Unlike traditional tools, Upwind uses runtime data proactively for risk prioritization and posture insights, ensuring teams focus on what truly matters. With industry-leading efficiency and eBPF-powered sensors, Upwind delivers comprehensive capabilities, including agentless cloud posture discovery, real-time threat protection, and integrated API security. From misconfigurations to malware defense, Upwind ensures end-to-end, cost-effective cloud infrastructure protection. At Upwind, you’ll have the opportunity to think creatively, explore new ideas, and use your skills to make a meaningful impact on our growth.

We are looking for an experienced Commercial Account Executive to join our team of expert sellers that is deeply committed to building meaningful relationships with customers, focusing on their value and thinking strategically about bringing deals to close.

Responsibilities

• Develop and execute a comprehensive sales strategy to identify and generate new business pipeline, exceed revenue targets, and win new enterprise logos
• Demonstrate a thorough understanding of customer needs, challenges, and business objectives to effectively position Upwind’s solution with C-level executives and technical stakeholders
• Partner closely with technical teams to ensure seamless integration and implementation to accelerate the time-to-value realization for clients
• Lead and execute end-to-end sales cycles with excellence in all phases: from pipeline generation and opportunity qualification to the creation and delivery of a quantifiable business case / ROI justification
• Collaborate and build trusted relationships with Upwind channel partners and ecosystem to expand and optimize market reach
• Lead contract negotiations to completion and successful closure

Requirements

• Proven track record of driving and closing commercial deals
• Ability to effectively sell to both C-level executives and technical stakeholders in Cloud / Security / DevOps
• Consistent achievement of quota and revenue targets with strong W2 history
• Familiarity and experience utilizing proven qualification methodologies (e.g. MEDDPICC) and a disciplined sales process
• Maintain accurate forecasting and reporting of the business to leadership and embrace a data-driven approach to SFDC hygiene
• Excellent communication and presentation skills.
• Self-motivated, results-driven, collaborative, and adaptable to keep up in a very fast-paced, rapidly changing, startup environment
• Strong understanding of cloud security concepts, technologies, and trends preferred