Senior Commercial Account Executive, West
About this role
Who We Are
Spectro Cloud is redefining how organizations manage Kubernetes, virtualization, and AI infrastructure across data centers, public cloud, edge, and distributed environments.
Our Palette platform gives organizations the flexibility and control to build, deploy, and manage Kubernetes-based infrastructure anywhere while simplifying operations at scale. As infrastructure evolves to support AI and GPU-intensive workloads, Spectro Cloud is helping customers modernize their environments while improving operational efficiency and economics.
We are growing quickly and looking for high-energy, accountable sellers who want to build pipeline, win new customers, and help shape our continued growth.
Who We Are Seeking
We are looking for a results-driven US Commercial Account Executive based in the San Francisco Bay Area to drive new-logo growth across the commercial market.
This is a high-velocity, new-business role with a clear mandate: consistently acquire new customers, achieve quarterly new-logo goals, and deliver quarterly revenue targets with strong linearity throughout the quarter.
We want a seller who is willing to participate in their own success.
You will have support from Marketing, Sales Development, Sales Engineering, leadership, and our partner ecosystem—but you are ultimately accountable for creating pipeline, progressing opportunities, winning new logos, and delivering your number.
The successful candidate doesn't wait until the final weeks of the quarter to produce results. You build enough pipeline and maintain enough deal velocity to consistently close business throughout the quarter.
Job Responsibilities
As a Commercial Account Executive, you will own your territory and your results.
You will:
Consistently achieve or exceed quarterly new-logo goals.
Deliver strong quarterly linearity, with new customers and revenue closing throughout the quarter.
Build, develop, and manage a healthy pipeline that supports both the current quarter and future quarters.
Own your territory from both a revenue and go-to-market perspective.
Develop and execute a territory plan identifying high-potential accounts, industries, partners, and use cases.
Proactively prospect and create your own opportunities in addition to working inbound and SDR-generated opportunities.
Maintain a consistent cadence of in-person customer meetings, discovery sessions, demos, technical evaluations, and executive conversations.
Sell across multiple lines of business and buying centers within target accounts.
Build relationships across infrastructure, cloud, platform engineering, virtualization, DevOps, AI, application, and executive teams.
Work closely with channel partners, VARs, systems integrators, cloud providers, and technology partners to generate and accelerate opportunities.
Identify opportunities to land with an initial use case and expand into additional teams, business units, and workloads.
Maintain accurate forecasting and demonstrate complete command of your business.
Quarterly Execution & Linearity
Success in this role requires more than simply hitting an annual number. We expect consistent quarterly execution.
You will be responsible for:
Achieving quarterly new-logo and revenue targets.
Maintaining sufficient pipeline coverage for both the current and following quarter.
Creating new pipeline every week.
Progressing opportunities with urgency and clearly defined next steps.
Closing business throughout the quarter rather than relying on end-of-quarter concentration.
Maintaining a balanced pipeline across early-, mid-, and late-stage opportunities.
Building enough opportunity volume to overcome normal deal slippage without compromising the quarter.
Identifying pipeline gaps early and taking action to address them.
Maintaining disciplined deal inspection and forecasting.
Entering each new quarter with meaningful pipeline already developed. Linearity matters.
We are looking for sellers who build predictable businesses—not sellers whose results depend on a last-minute end-of-quarter push.
What You Will Sell
You will position Spectro Cloud's portfolio across a broad range of modern infrastructure initiatives, including:
Enterprise Kubernetes management
Hybrid and multi-cloud infrastructure
Virtualization modernization
VMware alternatives and modernization
Data center modernization
Edge and distributed computing
Platform engineering
GPU infrastructure
AI infrastructure
AI workload orchestration
Infrastructure efficiency and economics
Tokenomics and AI inference economics
You should be comfortable identifying an initial business or technical problem and expanding the conversation across multiple lines of business and use cases.
Sales Execution
This is not a role where pipeline is simply handed to you.
Successful Commercial AEs at Spectro Cloud actively participate in creating their own success.
You will:
Prospect consistently into targeted commercial accounts.
Convert outbound, inbound, partner, and SDR-generated opportunities into qualified pipeline.
Conduct effective discovery across technical and business stakeholders.
Build meaningful customer relationships through regular in-person, face-to-face engagement.
Identify compelling events and measurable business outcomes.
Develop strong internal champions.
Establish access to decision-makers and Economic Buyers.
Create urgency and maintain momentum throughout the sales cycle.
Manage technical evaluations and POCs against clearly defined success criteria.
Use MEDDPICC principles to qualify and manage opportunities.
Utilize Mutual Action Plans where appropriate to establish clear customer and Spectro Cloud commitments.
Work closely with Sales Engineering to efficiently move technical evaluations toward business decisions.
Maintain disciplined opportunity management and next steps.
Forecast accurately and consistently.
Channel & Partner Execution
Our partner ecosystem should amplify your ability to win.
You will:
Develop productive relationships with strategic channel partners within your territory.
Work with VARs, systems integrators, cloud providers, and technology partners to identify new opportunities.
Build joint pipeline with partners rather than treating the channel simply as a fulfillment mechanism.
Develop joint account strategies for priority commercial accounts.
Leverage partners to gain access, accelerate opportunities, and expand Spectro Cloud's reach.
Hold partners accountable while giving them compelling reasons to bring Spectro Cloud into their customers.
Minimum Qualifications
5+ years of successful B2B enterprise technology sales experience in an in-person, customer-facing role.
Proven experience developing relationships and selling directly to customers through face-to-face meetings, executive briefings, onsite discovery sessions, presentations, and strategic account engagements.
Proven track record of consistently achieving or exceeding quarterly quota.
Demonstrated success acquiring new-logo customers.
Evidence of strong quarterly execution and sales linearity.
Strong prospecting and pipeline-generation skills.
Experience managing a high-velocity commercial sales motion.
Ability to manage multiple active opportunities simultaneously without sacrificing sales discipline.
Experience selling across multiple lines of business and buying centers.
Experience working with channel partners to generate and accelerate pipeline.
Working knowledge of cloud infrastructure, Kubernetes, containers, virtualization, or related infrastructure technologies.
Familiarity with AWS, Microsoft Azure, and Google Cloud.
Exposure to GPU and AI infrastructure is highly desirable.
Ability to connect technical capabilities to business value, operational efficiency, TCO, and infrastructure economics.
Experience with MEDDPICC or a comparable enterprise sales methodology.
Strong CRM, pipeline management, forecasting, and territory-planning discipline.
Established customer and partner relationships in New York and the Northeast are highly desirable.
What Makes You Successful Here
You are a hunter.
You like winning new customers and understand that new logos are the lifeblood of a growing company.
You don't wait for pipeline—you create it.
You participate in your own success.
You understand that Marketing, SDRs, Sales Engineering, leadership, and channel partners are resources that amplify your efforts, not substitutes for them.
You understand the importance of quarterly linearity. You build pipeline early, create urgency, and consistently close business throughout the quarter.
You value being in front of customers. You build relationships face-to-face and understand that strategic customer engagement extends beyond email, Zoom, and Teams.
You don't confuse activity with productivity. You understand your conversion rates, pipeline coverage, deal velocity, and what needs to happen every week to achieve your quarterly goals.
You know how to land with an initial use case and then identify opportunities across additional teams and lines of business.
You take ownership of your territory, pipeline, forecast, partners, and results.
You are competitive, curious, accountable, coachable, and comfortable operating in a fast-moving growth environment.
Why Spectro Cloud
Enterprise infrastructure is undergoing one of its largest transformations in decades.
Kubernetes, virtualization modernization, distributed infrastructure, GPU computing, and AI are converging and changing how organizations design and operate technology.
Spectro Cloud sits at the center of that transformation.
If you want to build a territory, win new customers, work directly with customers and partners, and have a direct impact on the growth of the company, we'd like to hear from you.
The salary range for this role is $240,000 - $320,000 OTE + Equity.
Location: San Francisco Bay Area (Remote)
Originally posted on Himalayas
