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Commercial Account Executive – SMB & Startups, UK&I
About The Position
About Upwind
Upwind is the runtime-first cloud security platform. While traditional tools flood security teams with alerts, Upwind uses real-time runtime context to show what's actually exploitable, so teams fix what matters first. Powered by eBPF sensors and agentless discovery, our CNAPP brings together cloud posture, real-time threat detection and response, vulnerability management and API security in one platform.
We're one of the fastest-growing companies in cloud security, and we're building our UK & Ireland team now. This is a chance to join early, own a fast-moving segment and help shape how Upwind wins with the region's most innovative scale-ups and growing businesses.
The Role
We're looking for a Commercial Account Executive who thrives on pace, quick wins and new business. You'll own the SMB and startup segment across UK&I, selling to cloud-native companies that are scaling fast and need security that keeps up. You'll run a high-velocity pipeline, manage multiple deals at once and build relationships with founders, CTOs and heads of engineering and security. You'll work closely with Solutions Engineering, Channel and Marketing to generate pipeline and close.
What You'll Do
- Build and work a territory plan to generate new business pipeline through outbound prospecting, inbound leads and partner referrals
- Run full sales cycles with speed and discipline, from discovery and demo through to proposal and close
- Engage founders, CTOs, VPs of Engineering and security leads, positioning Upwind against their growth, compliance and cloud priorities
- Partner with Solutions Engineering to deliver focused, efficient evaluations that get customers to value quickly
- Work with channel partners, AWS and the startup ecosystem (investors, accelerators and communities) to extend reach
- Negotiate and close commercial agreements, and identify expansion opportunities as customers grow
- Forecast accurately and keep Salesforce disciplined, with a data-driven approach to managing a high volume of opportunities
- Work in channel offices 1-2 weekly
Requirements
What You'll Bring
- 3+ years of B2B software sales experience, ideally in SaaS, cloud or cybersecurity
- A track record of winning net new logos and consistently hitting or exceeding quota
- Experience managing a high-volume pipeline with shorter sales cycles
- Confidence engaging both business and technical buyers, including founders and engineering leaders
- A disciplined approach to qualification (MEDDPICC or similar) and forecasting
- Curiosity about cloud and security technology, and a willingness to learn it deeply
- Energy, resilience and adaptability in a fast-moving, high-growth environment
Nice to Have
- Experience selling CNAPP, CSPM, CWPP or cloud security solutions
- Experience selling into startups or scale-ups, or familiarity with the UK&I tech and VC ecosystem
- Experience transacting through AWS Marketplace
Why Upwind
- Get in early and help build the UK&I business from the ground up
- A clear path to grow into enterprise selling as you develop
- Sell a differentiated, runtime-first platform in one of security's fastest-growing categories
- Competitive base, uncapped commission and options
- Work with a founding team and leadership who move quickly and back their sellers