Enterprise Account Executive - San Francisco

Upwind Security; San Francisco (CA); On-site; USD 160,000 - 230,000; Full time

Job summary

Upwind Security in San Francisco is seeking an experienced Enterprise Account Executive to drive new business with C-level and technical stakeholders, building strategic deals and expanding enterprise logos.

You will own end-to-end sales cycles, collaborate with technical teams, and leverage MEDDPICC qualification to forecast accurately and close large deals in a fast-paced startup environment.

Qualifications

• 5+ years of experience driving and closing enterprise deals.
• Proven ability to sell to C-level executives and technical stakeholders.
• Familiarity with MEDDPICC and formal qualification methodologies.
• Strong forecasting, reporting, and data-driven decision making.
• History of hitting quota with solid W2 background.

Responsibilities

• Develop and execute a comprehensive sales strategy to identify and win large enterprise logos.
• Position Upwind’s cloud security solutions to C-level and technical stakeholders.
• Collaborate with technical teams to ensure smooth integration and time-to-value.
• Own end-to-end sales cycles from pipeline to ROI-based business case.
• Negotiate contracts and expand market reach with channel partners when applicable.
• Maintain accurate forecasts and data hygiene in SFDC.

Skills

Enterprise sales

C-level selling

Forecasting (SFDC)

Negotiation

Pipeline management

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.

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 Enterprise 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.

This is a field sales role, and we are seeking qualified candidates in San Francisco, California.

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 (minimum 5 years) of driving and closing enterprise 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