Job Details

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 company

You 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 role

You 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 responsibilities

• Own the full sales cycle across your territory, from qualification and discovery through to negotiation and contract execution
• Run your own product demos for engineers, architects, and platform teams
• Manage a high-velocity pipeline, typically $10k to $100k ACV deals with 2 to 12 week sales cycles
• Engage technical and economic buyers, from backend engineers through to Engineering leadership
• Scope and progress proof of concepts where needed, aligning technical value to commercial outcomes
• Partner with SDRs and Marketing on outbound campaigns, ABM plays, events, and inbound follow-up
• Maintain strong CRM hygiene, including forecasting, next steps, and pipeline accuracy
• Feed market and customer insight back into messaging, positioning, and go-to-market execution

Ideal candidate profile

• 3+ years in B2B software sales in a full-cycle closing role
• Track record selling into SMB and commercial segments in a fast-moving environment
• Comfortable owning the sales process end to end, without heavy dependency on pre-sales for standard cycles
• Confident running technical product demos for engineers and architects
• Experience selling technical or infrastructure-oriented software (cloud, developer tools, data, security, networking, IoT, or similar)
• Strong discovery, objection handling, negotiation, and stakeholder management
• Disciplined with pipeline management, forecasting, and CRM accuracy
• Bonus: experience with open-source or developer-led motions, and converting inbound or community-driven usage into paid customers

Location and working style

• Bay Area based, with a hybrid working model
• Territory coverage: Western US
• Travel expectations to be confirmed, some flexibility expected

Why join

• A genuinely technical sales environment, selling core infrastructure rather than surface-level SaaS
• High ownership role, you run discovery, demo, commercial process, and close
• Strong product credibility with developers and technical buyers
• Clear deal velocity in the commercial segment, with meaningful volume and variety
• Opportunity to influence go-to-market execution and messaging in the West region
• Work closely with an engineering-led team and a product built for real-time, mission-critical systems.