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About the Role

Upwind is seeking an experienced Enterprise Account Executive to expand its presence in Canada. This field sales role involves building customer relationships, understanding their needs, and strategically closing deals within the Canadian enterprise market. You will join a team of expert sellers focused on customer value and strategic deal closure.

Responsibilities

Develop and execute a comprehensive sales strategy for the Canadian enterprise market to generate new business pipeline, exceed revenue targets, and win new enterprise logos.
Demonstrate a thorough understanding of customer needs, challenges, and business objectives to effectively position Upwind’s solution with C-level executives and technical stakeholders.
Partner closely with technical teams to ensure seamless integration and implementation, accelerating time-to-value for clients.
Lead and execute end-to-end sales cycles with excellence in all phases: from pipeline generation and opportunity qualification to the creation and delivery of a quantifiable business case / ROI justification.
Collaborate and build trusted relationships with Upwind channel partners and the broader ecosystem to expand and optimize market reach.
Lead contract negotiations to completion and successful closure.

Requirements

Proven track record of driving and closing enterprise deals, ideally with Canadian enterprise accounts.
Ability to effectively sell to both C-level executives and technical stakeholders in Cloud / Security / DevOps.
Consistent achievement of quota and revenue targets in a full-cycle, closing role.
Familiarity and experience utilizing proven qualification methodologies (e.g. MEDDPICC) and a disciplined sales process.
Maintain accurate forecasting and reporting of the business to leadership and embrace a data-driven approach to SFDC hygiene.
Excellent communication and presentation skills.
Self-motivated, results-driven, collaborative, and adaptable to keep up in a very fast-paced, rapidly changing startup environment.
Strong understanding of cloud security concepts, technologies, and trends preferred.
Bilingual (English/French) is a strong plus.

Skills

Sales strategy development
Pipeline generation
Revenue target achievement
Enterprise sales
C-level engagement
Technical stakeholder engagement
Cloud security
DevOps
Sales cycle management
Opportunity qualification
Business case development
ROI justification
Channel partner collaboration
Contract negotiation
Salesforce (SFDC) hygiene
Forecasting
Reporting
Communication
Presentation
Adaptability
Problem-solving

Location

Toronto
Ottawa
Montreal

Work Type

Field sales
Full-time

Experience Level

Experienced

About the Company

Upwind is a next-generation Cloud Security Platform that leverages runtime context to identify and prioritize critical risks, providing precise insights and efficient cloud security management.
Unlike traditional tools, Upwind uses runtime data proactively for risk prioritization and posture insights, ensuring teams focus on what truly matters.
With industry-leading efficiency and eBPF-powered sensors, Upwind delivers comprehensive capabilities, including agentless cloud posture discovery, real-time threat protection, and integrated API security.
From misconfigurations to malware defense, Upwind ensures end-to-end, cost-effective cloud infrastructure protection.
At Upwind, you’ll have the opportunity to think creatively, explore new ideas, and use your skills to make a meaningful impact on our growth.