Commercial Account Executive, Northern Cone

Другое

• Company is the intelligent orchestration platform for DevSecOps. Company enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100* trust Company to ship better, more secure software faster.
• The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. Company is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software.
• * Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on Company data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of Company.
• An overview of this role
• As a Commercial Account Executive for Northern Cone, you'll be the primary point of contact for prospective and existing small and medium-sized business and mid-market customers in Andean, Central America and Caribbean. You'll help organizations with up to 1,999 team members modernize how they plan, build, secure, and ship software with Company's AI-powered DevSecOps platform. You'll own a broad book of business and act as a trusted advisor as you prospect, run complex sales cycles, guide customers toward clear business outcomes, support adoption, and reduce churn. You'll work closely with Sales Development, Customer Success, Renewals, Partners, Marketing, technical teams, and Sales leadership. You'll use value-based selling and structured methodologies such as MEDDPICC and Command of the M
• What you’ll do
• Own and manage a broad small and medium-sized business and mid-market book of business in Northern Cone, driving new and expansion opportunities from prospecting through close and renewal.
• Focus on customer accounts with up to 1,999 team members, navigating a range of project sizes and complexity within the small and medium-sized business and mid-market segments.
• Articulate the value of Company's AI-powered DevSecOps platform, tailoring your approach to each customer's business and technical needs to support clear, outcome-focused decisions.
• Build and maintain a healthy pipeline through consistent outbound prospecting, qualification, and opportunity advancement, using structured methodologies such as MEDDPICC and Command of the Message.
• Document buying criteria, decision processes, next steps, and key stakeholders to run disciplined sales cycles and support accurate territory and forecast management.
• Collaborate with Sales Development, Customer Success, Renewals, Marketing, technical teams, and Partners to coordinate account strategies, co-sell, and deliver a cohesive pre- and post-sales experience.
• Support customer adoption of Company solutions, proactively work to reduce churn and contraction, and participate in quarterly forecasting and territory planning.
• Share win and loss insights, update the sales handbook, and serve as a clear voice of the customer through Company's public issue tracker.
• What you’ll bring
• Fluency in Spanish and experience selling software as a service (SaaS) solutions through value-based conversations with technical and business stakeholders, ideally including development or DevSecOps teams.
• Experience owning and managing a broad small and medium-sized business and mid-market territory as the primary point of contact, from prospecting through close, adoption, and expansion.
• Skill in building and maintaining strong customer relationships, including discovery, negotiation, and closing in support of long-term customer outcomes.
• Comfort driving consistent outbound prospecting, creating and maintaining a healthy pipeline, and keeping territory and forecast documentation accurate.
• Ability to collaborate with Sales Development, Customer Success, Renewals, Marketing, Partners, and technical teams to coordinate and carry out account strategies.
• Clear and structured communication skills, including presenting Company's DevSecOps value proposition to different audiences and documenting customer insights.
• Interest in Company, open source, and tools that support software development, with the ability to connect customer business challenges to Company's AI-powered DevSecOps platform.
• Willingness to travel to meet customers and attend events as needed. We welcome transferable sales experience from a variety of backgrounds.
• About the team
• This role sits within Company's broader Sales organization, focused on helping small and medium-sized business and mid-market customers adopt and expand their use of our AI-powered DevSecOps platform. You'll work with a distributed group across account management, Sales Development, Customer Success, Renewals, Marketing, Partners, and technical teams. Together, the team collaborates asynchronously across regions to manage a broad book of business and a wide range of opportunity sizes. The team guides customers from initial evaluation through long-term value by developing new business, strengthening customer relationships, and supporting healthy product adoption. You'll use shared playbooks, the sales handbook, and Company itself to stay coordinated on territory plans, pipeline health, and be
• Benefits to support your health, finances, and well-being
• Flexible Paid Time Off 
• Team Member Resource Groups
• Equity Compensation & Employee Stock Purchase Plan
• Growth and Development Fund
• Parental Leave  
• Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application.
• Country Hiring Guidelines: Company hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.  
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• Company is proud to be an equal opportunity workplace and is an affirmative action employer. Company’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. Company will not