Upwind Security

Security Operations

• Be the go-to operational partner for our VP of North America Sales, frontline managers, and reps.
• Run the cadence that keeps the business honest: pipeline hygiene reviews, forecast call preparation and follow-through.
• Debug and resolve process breakdowns as they happen.
• Maintain a daily pulse on pipeline health, forecast accuracy, and key KPIs.
• Identify operational gaps and bring the field's usage perspective to workflow design.
• Push RevOps initiatives into the field and carry field feedback back.

Revenue Operations Manager

Security Engineer

• 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
• Position Upwind’s solution with C-level executives and technical stakeholders
• Partner closely with technical teams for seamless integration and implementation
• Lead and execute end-to-end sales cycles
• Collaborate and build trusted relationships with Upwind channel partners
• Lead contract negotiations to completion and successful closure

Commercial Account Executive

• Build, lead, and scale a high-performing team of Commercial Account Executives across the West region
• Develop and execute a regional sales strategy to exceed revenue targets and drive consistent pipeline generation
• Coach, mentor, and develop AEs through all stages of the sales cycle, elevating overall team performance and execution
• Personally engage in and help close strategic, high-value enterprise deals
• Establish strong relationships with C-level executives and key stakeholders within target accounts
• Partner cross-functionally with Marketing, Sales Engineering, Customer Success, and Channel teams to drive alignment and revenue growth
• Drive a disciplined sales process, including pipeline management, forecasting accuracy, and qualification methodologies (e.g. MEDDPICC)
• Build and expand relationships with channel partners and ecosystem players to accelerate regional growth
• Provide regular, data-driven insights and forecasting to executive leadership
• Help shape and refine Upwind’s go-to-market strategy based on customer and market feedback.

Regional Sales Director, Commercial - West

• Build, manage and scale our Channel business within assigned territory
• Own the Channel sales motion and success of the Partner Relationship
• Drive pipeline and revenue through Partner channels
• Enable and activate existing partners through training
• Partner with Upwind Engineering and Marketing to enable partners

Channel Manager – Southeast

• Build, lead, and scale a high-performing team of Commercial Account Executives across the West region
• Develop and execute a regional sales strategy to exceed revenue targets and drive consistent pipeline generation
• Coach, mentor, and develop AEs through all stages of the sales cycle, elevating overall team performance and execution
• Personally engage in and help close strategic, high-value enterprise deals
• Establish strong relationships with C-level executives and key stakeholders within target accounts
• Partner cross-functionally with Marketing, Sales Engineering, Customer Success, and Channel teams to drive alignment and revenue growth
• Drive a disciplined sales process, including pipeline management, forecasting accuracy, and qualification methodologies (e.g. MEDDPICC)
• Build and expand relationships with channel partners and ecosystem players to accelerate regional growth
• Provide regular, data-driven insights and forecasting to executive leadership
• Help shape and refine Upwind’s go-to-market strategy based on customer and market feedback

Regional Vice President, Commercial Sales – West

• Own the technical narrative for Go To Market Enablement
• Partner with Product to define use cases
• Create and execute high-impact technical content
• Partner closely with Content Marketing to translate complex messaging
• Translate complex architecture into clear value
• Collaborate with Demand Gen to provide strong technical angles for campaigns
• Develop competitive and market POVs
• Ensure our product storytelling is precise, modern, and human

Product Marketing Manager

• Act as a strategic partner to the sales team post-sale, supporting account continuity while enabling sales to focus on new opportunities
• Lead the technical deployment of the Upwind platform post-sale, ensuring smooth and successful onboarding and deployment of new capabilities
• Serve as the primary point of contact for customers, addressing issues quickly and maintaining a high-quality customer experience
• Build strong, long-term relationships by introducing new features, gathering feedback, and leading roadmap discussions
• Partner with sales during renewals and expansion to align technical planning with customer needs and drive value
• Proactively engage with customers to surface key security insights, guide feature adoption, and ensure they realize the full value of the Upwind platform
• Understand and advocate for your customers needs cross functionally (i.e. Product Management and Technical Support)

Technical Account Manager

• 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

Commercial Account Executive – West

Solutions Engineer

• Develop a deep understanding of Upwind's cloud security products and services
• Collaborate with the sales team to understand customer requirements and tailor technical solutions to meet their needs
• Provide technical guidance and support throughout the sales cycle
• Lead and manage the execution of POC engagements to demonstrate the effectiveness of our solutions
• Act as a liaison between the sales and product development teams, providing valuable insights from customer interactions

Solutions Architect – Central

• Drive Strategic Growth
• Engage Executive Leadership
• Lead Enterprise Sales Cycles
• Collaborate with Technical Teams
• Build Partner Ecosystems
• Deliver Predictable Results

Account Executive, Nordics

• Serve as the primary technical resource for the ANZ sales team, engaging directly with prospects and customers to understand their cloud security posture, challenges, and technical requirements.
• Design and present compelling, tailored Upwind Security CNAPP solutions, mapping product capabilities to specific customer security frameworks and business outcomes.
• Lead and execute all technical validation activities, including Proof-of-Concepts (POCs), pilots, and hands-on demonstrations, ensuring successful completion and clear articulation of value.
• Develop comprehensive solution architectures and technical proposals that integrate Upwind Security into the customer's existing cloud and CI/CD environments (AWS, Azure, GCP).
• Maintain expert-level knowledge of the Upwind CNAPP platform, competitive landscape, and emerging trends in cloud-native security.
• Act as a trusted technical advisor, educating customers and partners on cloud security best practices, DevSecOps principles, and risk mitigation strategies.
• Provide valuable feedback to the global product management and engineering teams regarding regional technical requirements, feature requests, and competitive intelligence specific to the ANZ market.
• Work closely with Account Executives (AEs) to develop account strategies, qualify opportunities, and accelerate technical closure.
• Assist in the technical enablement and training of channel partners to ensure they can effectively position and deploy the Upwind Security solution.
• Create and refine technical sales collateral, including presentations, diagrams, deployment guides, and best practice documents tailored for the ANZ audience.

Solution Architect, ANZ

• Develop and execute a strategic sales plan to achieve and exceed quarterly and annual revenue targets within the assigned territory.
• Manage the entire sales cycle, from prospecting and qualification to negotiation and closing significant enterprise deals.
• Identify and target key decision-makers and influencers within target accounts, establishing strong relationships with C-level executives, security leaders, and cloud architects.
• Conduct compelling product presentations and solution demonstrations tailored to specific customer needs and technical requirements, often in collaboration with Sales Engineering.
• Become a trusted advisor to customers, demonstrating a deep understanding of CNAPP, cloud security best practices (AWS, Azure, GCP), DevSecOps, and relevant industry regulations in India.
• Maintain a strong pulse on the competitive landscape and emerging market trends in cloud-native security across the Indian market.
• Effectively translate complex technical concepts into clear business value propositions for both technical and non-technical audiences.
• Work closely with marketing, product, and sales engineering teams to ensure a coordinated and successful go-to-market strategy in India.
• Accurately forecast sales opportunities and maintain comprehensive, up-to-date records of all sales activity in the CRM (e.g., Salesforce).
• Attend industry conferences, seminars, and networking events to promote Upwind Security’s brand and generate leads.

Commercial Account Executive – ANZ

Account Executive

• Develop a deep understanding of Upwind's cloud security products and services
• Collaborate with the sales team to understand customer requirements and tailor technical solutions to meet their needs
• Provide technical guidance and support throughout the sales cycle
• Lead and manage the execution of POC engagements to demonstrate the effectiveness of our solutions.
• Act as a liaison between the sales and product development teams, providing valuable insights from customer interactions

Revenue Operations Manager

Commercial Account Executive

Regional Sales Director, Commercial - West

Channel Manager – Southeast

Regional Vice President, Commercial Sales – West

Product Marketing Manager

Technical Account Manager

Commercial Account Executive – West

Commercial Account Executive

Solutions Architect – Central

Account Executive, Nordics

Solution Architect, ANZ

Commercial Account Executive – ANZ

Account Executive

Solutions Architect – East