Senior Account Executive

Senior Account Executive, West (B2B Infrastructure Software)A high-ownership closing role selling infrastructure software that sits at the heart of real-time connectivity, streaming, and event-driven systems.You will run full-cycle commercial deals, lead your own demos, and work directly with engineers and senior engineering stakeholders.This is a strong fit for a technically minded AE who enjoys pace, autonomy, and selling into modern platform and architecture teams.About the companyYou will be joining a product-first, engineering-led infrastructure software company that has scaled from open-source roots into a platform used in production by enterprises globally. The technology underpins connected applications and IoT use cases, helping organisations connect devices and systems, move data in real time, and build reliable architectures across edge, cloud, and hybrid environments. The business is privately held and is now scaling its US go-to-market as demand accelerates.About the roleYou will own SMB and commercial accounts across the Western US, from first conversation through to close. This is a full-cycle, technically involved sales role where you will often be the primary product voice in the deal, including running demos and scoping early-stage evaluations.Key responsibilitiesOwn the full sales cycle across your territory, from qualification and discovery through to negotiation and contract executionRun your own product demos for engineers, architects, and platform teamsManage a high-velocity pipeline, typically $10k to $100k ACV deals with 2 to 12 week sales cyclesEngage technical and economic buyers, from backend engineers through to Engineering leadershipScope and progress proof of concepts where needed, aligning technical value to commercial outcomesPartner with SDRs and Marketing on outbound campaigns, ABM plays, events, and inbound follow-upMaintain strong CRM hygiene, including forecasting, next steps, and pipeline accuracyFeed market and customer insight back into messaging, positioning, and go-to-market executionIdeal candidate profile3+ years in B2B software sales in a full-cycle closing roleTrack record selling into SMB and commercial segments in a fast-moving environmentComfortable owning the sales process end to end, without heavy dependency on pre-sales for standard cyclesConfident running technical product demos for engineers and architectsExperience selling technical or infrastructure-oriented software (cloud, developer tools, data, security, networking, IoT, or similar)Strong discovery, objection handling, negotiation, and stakeholder managementDisciplined with pipeline management, forecasting, and CRM accuracyBonus: experience with open-source or developer-led motions, and converting inbound or community-driven usage into paid customersLocation and working styleBay Area based, with a hybrid working modelTerritory coverage: Western USTravel expectations to be confirmed, some flexibility expectedWhy joinA genuinely technical sales environment, selling core infrastructure rather than surface-level SaaSHigh ownership role, you run discovery, demo, commercial process, and closeStrong product credibility with developers and technical buyersClear deal velocity in the commercial segment, with meaningful volume and varietyOpportunity to influence go-to-market execution and messaging in the West regionWork closely with an engineering-led team and a product built for real-time, mission-critical systems.