Enterprise Account Executive (UNCAPPED and Remote)

Azul; United States; Remote; USD 135,000 - 160,000; Full time

Job summary

Azul is seeking a motivated Cloud Sales Specialist to grow our Platform Prime customer base and increase revenue in North America. This quota-carrying, individual-contributor role can be remote within the US.

You will drive Prime sales campaigns, engage with Platform Core clients, and collaborate with Sales Engineers to deliver compelling Azul demonstrations and proposals. Base + uncapped OTE are offered.

Qualifications

• 15+ years direct software sales experience.
• Proven track record selling on-premise and cloud software to large enterprises.
• Experience across online retail, e-commerce, ad-tech, gaming and financial services.
• Selling to infrastructure spaces (OS, JVM, Containers).
• Collaborates with Technical Sales Engineers during demos and POCs.
• Enterprise products based on Java Open Source experience is highly desirable.
• Undergraduate degree or equivalent experience.

Responsibilities

• Develop and execute strategies to generate Prime business opportunities and hit targets.
• Engage with Platform Core and Prime customers to understand needs and position 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 negotiations and consistently close business monthly and quarterly.
• Maintain accurate Salesforce records of activity and outcomes.

Skills

Enterprise software sales

On-prem & Cloud sales

SaaS sales

Infrastructure selling

Technical collaboration

POC selling

Java Open Source

Education

Undergraduate degree

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. The Prime Sales Specialist 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.

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

New York, CT or New Jersey.

• $135,000 - $160,000 a year
• 135-160k Base range D.O.E with a 300k on target earnings potential, UNCAPPED.