Illumination Systems Arizona

Commercial Account Executive, Northeast Region

Illumination Systems Arizona

full-time

Posted on:

Location Type: Remote

Location: Remote • New York • 🇺🇸 United States

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Job Level

Mid-LevelSenior

Tech Stack

Cloud

About the role

  • New Business Development: Prospect, qualify, and close new business across commercial and mid-market accounts. Drive opportunities from first meeting through technical validation, pricing, and close
  • Expand and Retain Accounts: Manage relationships with strategic customers, identifying opportunities to cross-sell, upsell, and deliver measurable value.
  • Articulate Value: Become an expert in communicating MinIO’s benefits to technical and business stakeholders, focusing on business impact and customer success.
  • Collaborate Cross-Functionally: Partner with internal teams, including product, marketing, and customer success, to deliver seamless customer experiences.
  • Pipeline and Forecast Management: Build and manage a healthy pipeline with disciplined forecasting and deal hygiene
  • Use MEDDPICC (or similar) to qualify deals and drive predictable outcomes
  • Maintain accurate pipeline, forecasting, and activity tracking in Salesforce
  • Collaborate cross-functionally with Field Architects, Marketing, Customer Success, and Product
  • Consistent quota attainment with strong pipeline coverage
  • Ability to move complex, technical deals forward with urgency and clarity
  • High-quality discovery that uncovers real customer pain and expansion potential
  • Trusted advisor status with customers building modern, scalable data platforms

Requirements

  • Proven Sales Track Record: 3+ years of experience in B2B SaaS or infrastructure sales experience sales with consistent quota achievement and expertise in managing complex, high-value sales cycles.
  • New Business Acumen: Strong background in sourcing and closing new customers, particularly in enterprise or mid-market segments.
  • Account Growth Expertise: Demonstrated ability to expand and retain accounts through cross-sell, upsell, and delivering measurable customer value.
  • Technical Domain Knowledge: Familiarity with cloud-native technologies, data infrastructure, or B2B SaaS. Experience engaging with technical buyers, including VPs of Infrastructure, Engineering, and Enterprise Architects.
  • Startup Mindset: Thrives in fast-paced environments, with experience at early or growth-stage companies.
  • Challenger Sales Approach: Skilled at challenging the status quo, demonstrating clear business value, and driving competitive wins.
  • Communication & Negotiation: Excellent verbal and written communication skills, with the ability to influence decision-makers and navigate complex negotiations.
  • Team Collaboration: Proven ability to work across functions, leveraging internal resources to achieve customer success.
  • Experience managing deal sizes ranging from $50k to $300k+.
  • Expertise in pipeline generation tools (e.g., SalesLoft, Outreach) and social selling (e.g.,LinkedIn Navigator).
  • Familiarity with Force Management, MEDDPIC or other sales methodologies.
Benefits
  • Health Care Plan (Medical, Dental & Vision)
  • 401K with 3% Contribution
  • Pre-IPO Stock Options
  • At least 12 Public Holidays
  • Flexible Time Off

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills
B2B SaaS salesinfrastructure salespipeline managementforecastingdeal qualificationMEDDPICCcross-sellingupsellingcustomer value deliverysales cycle management
Soft skills
communicationnegotiationteam collaborationcustomer successrelationship managementproblem-solvinginfluencingadaptabilityurgencydiscovery