Ocho
Commercial Account Executive
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Ocho People are proud to partner with our client, a fast-growing cloud security business, to hire a Commercial Account Executive covering SMB and startup customers across the UK & Ireland.
This is a full-time, new-business role with the chance to join early and own a fast-moving segment.
About Our Client
Our client is a fast-growing cloud security company. Its CNAPP platform uses real-time runtime context to show teams which risks are truly exploitable. They're now building their UK & Ireland team, offering the chance to join early and help shape how they win with the region's most innovative scale-ups.
The Role
We're looking for a Commercial Account Executive who loves pace, quick wins and new business. You'll own the SMB and startup segment across the UK & Ireland, selling to fast-scaling, cloud-native companies whose security needs to keep up.
You'll run a high-velocity pipeline, juggle 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 create pipeline and close deals.
Key Responsibilities
- Build and execute a territory plan, generating new business pipeline from outbound prospecting, inbound leads and partner referrals
- Run complete sales cycles with speed and discipline, from discovery and demo through to proposal and close
- Engage founders, CTOs, VPs of Engineering and security leads, aligning the platform to their growth, compliance and cloud priorities
- Work with Solutions Engineering to deliver focused, efficient evaluations that get customers to value fast
- Partner with channel partners, AWS and the startup ecosystem, including investors, accelerators and communities, to broaden reach
- Negotiate and close commercial agreements, and spot expansion opportunities as customers grow
- Forecast accurately and keep Salesforce disciplined, taking a data-driven approach to a high volume of opportunities
- Spend 1–2 days a week working from channel partner offices
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What You'll Bring
- 3+ years in B2B software sales, ideally within SaaS, cloud or cybersecurity
- A proven record of winning net new logos and consistently meeting or beating quota
- Experience handling a high-volume pipeline with shorter sales cycles
- The confidence to engage both business and technical buyers, including founders and engineering leaders
- A rigorous approach to qualification (MEDDPICC or similar) and forecasting
- Genuine curiosity about cloud and security technology, and the drive to learn it in depth
- Energy, resilience and adaptability in a fast-paced, high-growth environment
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Nice to have
- Experience selling CNAPP, CSPM, CWPP or other cloud security solutions
- Experience selling to startups or scale-ups, or knowledge of the UK & Ireland tech and VC ecosystem
- Experience transacting through AWS Marketplace
Why Join
- Come in early and help build the UK & Ireland business from the ground up
- A clear route to progress into enterprise sales as you develop
- Sell a differentiated, runtime-led platform in one of security's fastest-growing categories
- Competitive base salary, uncapped commission and share options
- Work with a founding team and leadership group who move fast and fully back their sellers
How to Apply
To find out more or apply, get in touch with the Ocho People team. All applications will be treated in the strictest confidence.
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