Commercial Account Executive

InfluxData's North America Commercial sales team is growing, and we're looking for a Commercial Account Executive to own a territory end to end.

This is a hybrid new business and account management role. You'll hunt new logos across organizations of 1–500 employees in North America, and you'll carry a book of roughly 40 existing accounts that you are responsible for renewing and growing. The best people in this seat are as comfortable running a cold outbound motion as they are sitting with an existing customer six months before renewal, understanding where their usage is headed and what it will take to expand.

You are a hunter and a builder. You enjoy creating new relationships and deepening existing ones. You're all about working hard, supporting one another, ideating nonstop, and having a lot of fun while doing it.

InfluxDB is a purpose-built time series database used by engineering, platform, DevOps, SRE, and IoT teams to handle high-volume telemetry data. You'll be selling to technical buyers, which means the strongest AEs on this team are curious, consultative, and willing to get into the substance of a customer's architecture and problem.

What you’ll be doing:

New Business

• Owning the full sales cycle for new logos in North America Commercial — prospecting, discovery, scoping, POC, negotiation, and close

• Building and sustaining your own pipeline through cold calling, outbound email, LinkedIn, account research, inbound follow-up, and partner activity

• Running strong discovery: understanding the technical use case, the business impact, the buying process, the stakeholders, and what success looks like

• Understanding the competitive landscape — including open source alternatives — and positioning InfluxData to win

• Partnering with Sales Engineering to scope and run technical evaluations and POCs

Renewals & Expansions

• Owning renewal outcomes across a book of approximately 40 existing accounts, including forecast accuracy on every renewal in your territory

• Engaging renewals early — well ahead of the contract date — to understand usage trends, changes in the customer's environment, budget cycle, and stakeholder changes

• Identifying and closing expansion: new use cases, new teams and divisions, increased capacity, and upgrades

• Building multi-threaded relationships across your accounts so the relationship does not sit with a single champion

• Spotting and escalating retention risk early, and working with Customer Success and Support to resolve it before it reaches the renewal conversation

• Conducting regular check-ins and business reviews with your accounts to keep value visible

Across the Whole Territory

• Building trust and credibility, both internally and with prospects and customers, from engineering to executive stakeholders

• Keeping opportunity detail, next steps, renewal dates, and forecast accurate in Salesforce

• Forecasting and managing your sales activity and pipeline to meet revenue targets and company goals

• Meeting or exceeding monthly targets and quarterly quota across both new business and renewal/expansion

What we’re looking for:

• 1+ years of quota-carrying sales experience selling data solutions, SaaS, PaaS, developer tools, or cloud infrastructure

• Experience selling into commercial and mid-market organizations

• Experience managing accounts post-close through annual renewal cycles, with responsibility for retention and growth

• Demonstrated success running a full sales cycle from self-sourced pipeline through close

• Ability to balance hunting and farming — the discipline to keep prospecting while carrying an active book of business

• Comfort selling to technical buyers and translating technical capability into business value

• Superior written and verbal communication skills, able to talk to all levels at an organization

• Demonstrable history of meeting or exceeding quota

• Strong prospecting, qualifying, closing, and account management skills

• Excellent negotiation skills, including renewal and expansion negotiations

• Disciplined pipeline management, CRM hygiene, and forecast accuracy

It’s a plus if you have:

• Experience selling open source or commercial-open-source products, and competing against free alternatives

• Experience with time series data, observability, monitoring, IoT or industrial telemetry, DevOps, or SRE tooling

• Experience carrying a combined new business and renewal quota

• We value each other

• We get stuff done

• We believe humility drives learning

• We embrace failure

• We are committed to open source

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