Enterprise Account Executive, Azul Prime - (Remote)

Azul; Seattle (WA); On-site; USD 120,000 - 180,000; Full time

Job summary

Azul is seeking a motivated Cloud Sales Specialist to grow the Platform Prime customer base and drive NA revenue. This individual-contributor role focuses on new Platform Prime acquisitions and cross-selling into Platform Core clients, communicating Azul’s value to technical and business stakeholders.

Remote in the US preferred with West region. Responsibilities include sales strategy, pipeline management, demonstrations, negotiations, and Salesforce reporting.

Qualifications

• 15+ years direct software sales experience.
• Proven track record of direct sales into large enterprises and SaaS companies.
• Experience selling into infrastructure space (OS, JVM, Container) rather than apps.
• Experience working with a Technical Sales Engineer.
• Experience selling Java-based Open Source enterprise products desired.
• Undergraduate degree or equivalent experience.

Responsibilities

• Develop and execute sales strategies to generate new Prime business opportunities and hit targets.
• Engage Platform Core customers with Azul solutions.
• Manage full sales cycle from lead to close and build a 3X pipeline.
• Collaborate with Sales Engineers, Marketing, and Customer Success for demos and proposals.
• Lead contract negotiations and close deals monthly and quarterly.
• Maintain accurate Salesforce records.

Skills

Direct software sales

Enterprise software sales

SaaS sales

Technical communication

Stakeholder engagement

MEDDPICC

Multi-Level selling

Education

Bachelor's degree or equivalent

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.