Commercial Account Executive

About the Role

At WSO2, our Account Executives are not traditional sellers. They are strategic partners who operate at the intersection of enterprise sales, customer growth, and solution strategy. As a Commercial Account Executive, you will own a defined territory across North America, driving both new customer acquisition and long-term account expansion. A core part of this role is growing WSO2’s presence in the North American market by actively selling to new customers, while also building meaningful, lasting relationships with existing ones. You will be responsible for shaping and executing your go-to-market strategy, identifying where and how WSO2 wins, and driving those opportunities from initial engagement through close.

Success in this role requires strong interpersonal instincts and adaptability. You will engage with a wide range of stakeholders across different roles, industries, and backgrounds, and the ability to connect with people of all kinds is essential. It also helps if you enjoy a bit of movement and variety. You will spend time meeting customers, hosting events, and representing WSO2 across the U.S. and Canada, with a willingness to travel both locally and internationally as part of the job.

This role requires someone who is comfortable building relationships, navigating complex sales cycles, and stepping into new environments and offers both the challenge and the opportunity to make a meaningful impact.

Key Responsibilities

• Build, develop, and maintain a high-quality pipeline aligned to territory goals, leveraging a combination of outbound prospecting, inbound leads, and partner collaboration.
• Identify, prioritize, and engage net new logo opportunities within your assigned region to expand WSO2’s footprint in North America.
• Manage a portfolio of existing customers with a focus on retention, expansion, and long-term value creation.
• Develop and execute account plans that identify growth opportunities, including upsell and cross-sell motions.
• Build and maintain strong, multi-threaded relationships across both technical and business stakeholders within customer organizations.
• Navigate multi-stakeholder environments, aligning customer needs with WSO2 solutions to drive successful outcomes.
• Ensure a consistent and disciplined approach to opportunity management and deal progression.
• Develop and execute a territory-level go-to-market strategy, identifying target industries, accounts, and growth opportunities.
• Contribute to regional sales strategy, including competitive positioning and market insights.
• Maintain accurate and timely pipeline tracking, forecasting, and reporting within CRM systems.
• Participate in customer meetings, on-site visits, and industry events across the U.S. and Canada.
• Travel domestically and occasionally internationally as required, supporting customer engagement and business growth.

Qualifications, Skills and Relevant Experience

• 3 - 8 years of experience in a customer-facing sales or account management role within B2B technology, ideally in SaaS, platform-based, or developer-focused environments.
• Proven experience managing and growing commercial or mid-market accounts, including building relationships, driving account expansion, and contributing to new business opportunities.
• Demonstrated ability to navigate multi-stakeholder environments, engaging both business and technical contacts to drive outcomes.
• Familiarity with API management, integration platforms (middleware), and/or identity and access management (IAM) concepts.
• Ability to quickly learn and articulate technical products, and partner effectively with Sales Engineering teams to position solutions.
• Experience working within structured sales processes, including pipeline management, forecasting, and CRM tools.