Commercial Account Executive – SMB & Startups, UK&I

About UpwindUpwind is the runtime-first cloud security platform. While traditional tools flood security teams with alerts, Upwind uses real-time runtime context to show what's actually exploitable, so teams fix what matters first. Powered by eBPF sensors and agentless discovery, our CNAPP brings together cloud posture, real-time threat detection and response, vulnerability management and API security in one platform.We're one of the fastest-growing companies in cloud security, and we're building our UK & Ireland team now. This is a chance to join early, own a fast-moving segment and help shape how Upwind wins with the region's most innovative scale-ups and growing businesses.The RoleWe're looking for a Commercial Account Executive who thrives on pace, quick wins and new business. You'll own the SMB and startup segment across UK&I, selling to cloud-native companies that are scaling fast and need security that keeps up. You'll run a high-velocity pipeline, manage multiple deals at once and build relationships with founders, CTOs and heads of engineering and security. You'll work closely with Solutions Engineering, Channel and Marketing to generate pipeline and close.What You'll DoBuild and work a territory plan to generate new business pipeline through outbound prospecting, inbound leads and partner referralsRun full sales cycles with speed and discipline, from discovery and demo through to proposal and closeEngage founders, CTOs, VPs of Engineering and security leads, positioning Upwind against their growth, compliance and cloud prioritiesPartner with Solutions Engineering to deliver focused, efficient evaluations that get customers to value quicklyWork with channel partners, AWS and the startup ecosystem (investors, accelerators and communities) to extend reachNegotiate and close commercial agreements, and identify expansion opportunities as customers growForecast accurately and keep Salesforce disciplined, with a data-driven approach to managing a high volume of opportunitiesWork in channel offices 1-2 weekly