Enterprise Account Executive, Azul Prime - (Remote)

Azul; San Francisco (CA); Hybrid; USD 180,000 - 300,000; Full time

Job summary

Azul is seeking a motivated Cloud Sales Specialist to drive Platform Prime revenue in North America, focusing on new Prime opportunities and cross-selling into Platform Core. You will collaborate with sales and technical teams to articulate Azul’s value to both technical and business stakeholders, in a quota-bearing, individual-contributor role based remotely in the US (West preferred).

Responsibilities include sales strategy, client engagement, full sales cycle management, cross-functional

Qualifications

• 15+ years direct software sales experience.
• Proven track record of direct sales of both on-premise and cloud-based software solutions into large enterprises and SaaS companies.
• Experience in verticals: online retail, e-commerce, ad-tech, gaming and financial services.
• Experience selling infrastructure space (OS, JVM, containers).
• Experience partnering with Technical Sales Engineer teams.
• Experience selling Java-based Open Source enterprise products.
• Undergraduate degree or equivalent experience.

Responsibilities

• Sales Strategy & Execution: develop strategies to generate Prime opportunities and hit targets within assigned territories.
• Client Engagement: work with Platform Core customers to address challenges and propose Azul solutions.
• Sales Pipeline Management: manage full cycle from lead to close and build a robust pipeline.
• Cross-functional Collaboration: align with Sales Engineers, Marketing and Customer Success for demos and proposals.
• Negotiation & Closing: drive contract negotiations and close deals monthly and quarterly.
• Reporting: maintain accurate Salesforce activity, progress and outcomes.

Skills

Enterprise software sales

Cloud & SaaS sales

New business development

Cross-selling

Negotiation

Forecasting

Salesforce

Communication

Education

Undergraduate degree or equivalent experience

Tools

Salesforce

Job description

We are seeking a motivated and results-driven Cloud Sales Specialist to help grow our Platform Prime customer base and increase revenue. This role will play a pivotal role in driving North America sales through a mix of new Platform Prime customer acquisition and cross-selling into existing Platform Core clients. You will work closely with the sales and technical teams to communicate the value of Azul’s solutions to both technical and business stakeholders.

This is an individual-contributor, quota-carrying role that can be based remotely in the US, preferably in the West region.

What You’ll Do (aka Responsibilities):

• 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. Build a 3X pipeline.
• 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.

What You’ll Bring (aka Experience and Education)

• 15+ years 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, highly desired
• Undergraduate degree, or equivalent experience

What You’ll Bring (aka Skills and Competencies)

• 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

Location

• Remote, ideally someone located in the Pacific Time Zone

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.