About WSO2:
WSO2 delivers the trusted platform for AI and digital governance,helping enterprises create, connect, secure, manage, and govern AI-powered applications and agentic systems with confidence across their entire lifecycle. Our platform brings together AI, API management, integration, identity and access management, and AI-native developer capabilities, including Choreo, Agent Builder, and Agent Manager, providing one open foundation without vendor lock-in.
Building on more than 20 years of innovation across these technology areas, WSO2 is bringing its capabilities together into a powerful platform designed to make the next wave of AI and agentic advancement safer, more responsible, and enterprise-ready. We enable organisations to develop intelligent services faster while maintaining the security, reliability, control, and governance required in an increasingly complex digital world.
Since 2005, WSO2 has powered mission-critical services for thousands of organisations across more than 90 countries and is consistently recognised as an industry leader. Our global team of 850+ people operates across Asia-Pacific, ANZ, Latin America, North America, the UK, Europe, the Middle East, and Africa. Visit wso2.com to learn more.
Role Description:
WSO2 is seeking a dynamic Commercial Account Manager to drive growth across the region with responsibility for expanding existing customer accounts while also acquiring new commercial and mid-enterprise customers. This role requires disciplined account management, proactive prospecting, and strong execution across the full sales cycle. The successful candidate will own a defined territory, working closely with sales engineering, channels & alliances, and marketing to drive predictable revenue growth.
Success in this role will be measured by achievement of assigned new and expansion revenue targets, new customer acquisition, pipeline development, and sales conversion. The individual is accountable for delivering consistent commercial results through effective territory management, disciplined sales execution, and proactive customer and partner engagement.
Key Responsibilities:
- Account Growth - Retention and Expansion
- Portfolio Expansion: Own, retain, and scale a dedicated portfolio of existing commercial accounts by aggressively driving upsell and cross-sell opportunities.
- Strategic Account Planning: Develop deep organizational understanding, comprehensive stakeholder mapping, and long-term expansion strategies for key accounts.
- Churn Mitigation: Ensure high customer satisfaction and execute proactive churn risk management in collaboration with renewal account managers to safeguard recurring revenue.
- New Business Acquisition
- Net-New Hunting: Proactively prospect and acquire new commercial and mid-enterprise customers within the assigned territory.
- Enterprise Sales Lifecycle: Drive complex, end-to-end sales cycles from initial discovery and technical qualification to value articulation, executive negotiation, and closure.
- Pipeline Velocity: Build and maintain a healthy, predictable pipeline aligned with monthly and quarterly revenue targets.
- Territory & Pipeline Management
- Regional Ownership: Strategically manage the defined territory, balancing active engagement with existing clients alongside dedicated net-new logo acquisition.
- Forecasting Discipline: Maintain rigorous CRM cleanliness, disciplined pipeline coverage tracking, and highly accurate revenue forecasting.
- Cross-Functional Collaboration
- Technical Alignment: Partner with Solution Engineering to position WSO2’s AI and Agent Platform, API, Integration, and IAM platforms effectively against client needs.
- Marketing Synchronization: Work hand-in-hand with marketing to execute regional campaigns, events, and pipeline-generation initiatives.
- Alliance Integration: Work closely with the A&C team to onboard and execute partner-led and co-sell motions.
- AI-Fluent Commercial Mindset: Leverage AI tools internally to optimize the sales lifecycle while confidently translating our AI product capabilities into high-value solutions which solve business critical problems, drive client adoption and revenue growth
Qualifications, Skills and Relevant Experience:
- Sales Excellence & Track Record
- 5+ years of progressive B2B technology sales experience, preferably in SaaS, cloud, or enterprise middleware environments.
- Proven experience in commercial / mid-market account management (farming) and new logo acquisition (hunting).
- Strong understanding of enterprise buying processes, procurement cycles, and multi-stakeholder sales navigation.
- Bachelor’s degree or equivalent practical business experience.
- Domain Expertise & Tech Acumen
- Prior experience selling enterprise AI and Agent Platforms, API management, integration, IAM, cloud or broader digital platform solutions is highly desirable.
- Ability to map technical platform capabilities directly to business outcomes and commercial value.
- Execution & Sales Operations
- Exceptional verbal, written, and presentation skills.
- Strong analytical and problem-solving skills.
- High proficiency in CRM systems (such as Salesforce) and standard sales enablement tools.
Benefits:
- Flexibility First: A culture that values high performance and respects your time, offering a genuinely flexible work environment.
- Flexible Time Off: An adaptable vacation and leave policy designed to help you rest and recharge.
- Comprehensive Healthcare: Premium health, dental, and vision coverage to keep you and your family protected.
- Financial Peace of Mind: Comprehensive life insurance and financial wellness benefits to support your future.
Our Values - Inclusion & Merit:
We are a company of innovators and builders, proudly serving innovators and builders in enterprises, governments, and partners around the world.
We build our business on a foundational commitment to inclusion for all in a fast moving, merit based organization where opportunities, recognition and advancement are driven by individual contribution, capability and performance. We believe in fostering an environment where every individual’s unique strengths, perspectives, and ideas are genuinely valued and respected. This culture drives a deep spirit of teamwork and relentless innovation to ensure we create exceptional experiences for our global team, customers, and partners.
We celebrate the diverse backgrounds of our people regardless of race, ethnicity, religion, gender identity or expression, age, national origin, disability, neurodiversity, sexual orientation, veteran status, or marital status. We are dedicated to maintaining a transparent, fair, and discrimination-free workplace where everyone has the space to thrive.