Account Executive

Upwind is a place where opportunities happen

At Upwind, we are a team of hands-on, problem solvers and doers. We believe in empoweringorganizations to run their cloud environments securely and efficiently to accelerate their businesses.

We listen closely to understand our customers’ deepest pain points, working backwards to deliver easy-to-use, innovative solutions that not only meet immediate needs, but anticipate future ones.

We prioritize long-term relationships and value over short term outcomes, striving to exceed expectations and reinforce our customers’ trust in Upwind.

We make decisions swiftly, recognizing many can be reversed or refined.

We believe in failing fast, and aren’t afraid to change course when necessary. With a bias for action we take calculated risks – even in the face of uncertainty – knowing that urgency drives momentum and propels us forward.

Speed doesn’t just get us there faster; it lets us adapt quickly and build on each step with what we learn.

We Improve Every Day

We believe in the power of incremental progress: every day, every meeting, and every decision is an opportunity to improve.

Committing to getting 1% better with each cycle creates compounding gains, allowing us to build products that are 10x better over time.

Improvement doesn’t stop with delivery; we follow up, adapt, and refine to ensure every outcome evolves towards excellence.

We Take Ownership

We get the job done and never assume that someone else will do it.

When things aren’t going right, we take responsibility and step in to fix it. No task is beneath us, and “it’s not my job” isn’t in our vocabulary.

As owners, we stay aligned with the bigger picture for Upwind, communicating efficiently, giving constructive feedback, and proactively escalating issues to keep everyone moving forward together.

We are Resourceful and Resilient

We create our own reality, accomplishing more with less by leaning on creative problem-solving & adaptability.

When we face constraints and the path forward isn’t clear, we find ways to make it work without sacrificing quality or our commitment to high standards.

We see setbacks as new opportunities to innovate, moving forward stronger and better prepared.

We Lead with Humility

We approach every interaction with humility, respecting and learning from others.

We hold ourselves accountable, publicly owning mistakes and using them as stepping stones for growth.

Integrity guides us to act in the best interests of the team, fostering a culture of trust, shared purpose, and mutual growth.

Account Executive (SouthEast - US - Remote)

About The Position

Upwind is a next-generation Cloud Security Platform that leverages runtime context to identify and prioritize critical risks, providing precise insights and efficient cloud security management. Unlike traditional tools, Upwind uses runtime data proactively for risk prioritization and posture insights, ensuring teams focus on what truly matters. With industry-leading efficiency and eBPF-powered sensors, Upwind delivers comprehensive capabilities, including agentless cloud posture discovery, real-time threat protection, and integrated API security. From misconfigurations to malware defense, Upwind ensures end-to-end, cost-effective cloud infrastructure protection. At Upwind, you’ll have the opportunity to think creatively, explore new ideas, and use your skills to make a meaningful impact on our growth.

We are looking for an experienced Enterprise Account Executive to join our team of expert sellers that is deeply committed to building meaningful relationships with customers, focusing on their value and thinking strategically about bringing deals to close.

Responsibilities

- 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

Requirements

- Proven track record of driving and closing enterprise deals
- Ability to effectively sell to both C-level executives and technical stakeholders in Cloud / Security / DevOps
- Consistent achievement of quota and revenue targets with strong W2 history
- Familiarity and experience utilizing proven qualification methodologies (e.g. MEDDPICC) and a disciplined sales process
- Maintain accurate forecasting and reporting of the business to leadership and embrace a data-driven approach to SFDC hygiene
- Excellent communication and presentation skills.
- Self-motivated, results-driven, collaborative, and adaptable to keep up in a very fast-paced, rapidly changing, startup environment
- Strong understanding of cloud security concepts, technologies, and trends preferred

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