Associate_Account_Executive_-_Commercial_West

Job Description

Job Title : Associate Account Executive, Commercial (West)

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Location : Bay Area, CA

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Work Model : Hybrid (Menlo Park office)

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About EMQ

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EMQ is the team behind EMQX, a leading open-source messaging and streaming data platform for IoT, AI, and event-driven applications. Trusted by customers around the world, EMQX helps organizations connect devices, move data in real time, and build reliable, scalable systems for modern connected applications.

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About the Role

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We’re hiring an Associate Account Executive to grow our SMB, commercial, and EMQX Cloud customer base across the Western U.S. This is an early-career, full-cycle sales role : you’ll build your own pipeline through outbound outreach, qualify inbound leads, and own smaller commercial deals from first conversation through close, with hands-on mentorship from our enterprise Account Executives and support from Solutions Engineering. You’ll work out of our Menlo Park office alongside the West sales team and Marketing team.

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No prior sales experience is required. We’re looking for someone smart, hardworking, and coachable who wants to build a career in technical B2B sales. We’ll teach you the product, the market, and the craft of selling; you bring the curiosity and the work ethic. The role is designed as a direct path to a Commercial Account Executive position.

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Core Responsibilities

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·       Generate your own pipeline through outbound outreach. Identify and engage prospects across the Western U.S., including EMQX open-source and Community Edition users, event and campaign leads, using email, LinkedIn, and phone to book first meetings and turn them into qualified opportunities.

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·       Qualify and route inbound leads. Respond to inbound inquiries quickly, run initial discovery to understand the use case, timeline, and budget, and route enterprise-scale opportunities to the appropriate Account Executive while keeping SMB and commercial opportunities as your own.

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·       Own and close SMB, commercial, and EMQX Cloud deals. Manage smaller commercial opportunities (typically under $25K ACV) from qualification through close: converting open-source and Community Edition users to EMQX Enterprise, moving EMQX Cloud customers from pay-as-you-go to annual commitments, and handling renewals and expansions for smaller accounts. Prepare quotes and order forms and work with Finance and Legal to get deals signed.

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·       Learn to tell the EMQX story. Build enough product and MQTT knowledge to run standard product demos and handle common technical questions on your own within your first few months, and know when to bring in a Solutions Engineer or senior Account Executive for deeper architecture conversations.

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·       Support enterprise deals and learn from them. Help our enterprise Account Executives with account research, meeting follow-up, and quote preparation on larger West-region opportunities. In return, you’ll sit in on their discovery, demo, and negotiation calls and get coached on live deals.

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·       Partner with Marketing. Execute outbound campaigns, follow up on field events and webinars, and feed what you hear from prospects back into messaging, targeting, and lead-generation programs.

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·       Keep Salesforce clean. Log every activity, keep pipeline stages and next steps current, and build the forecasting habits you’ll rely on for the rest of your sales career.

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Must Have

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·      0 to 2 years of professional experience; recent graduates are encouraged to apply

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·      A clear desire to build a career in B2B technology sales

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·      Smart, hardworking, and coachable: you learn quickly, take feedback well, and put in the reps

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·      Curiosity about technology: you can learn how a developer-facing infrastructure product works and explain it clearly, even if you’ve never sold one

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·      Excellent written and verbal communication, and comfortable reaching out to people you’ve never met

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·      Organized and self-directed: able to manage many small conversations at once without dropping any

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·      Based in the Bay Area and able to work in a hybrid model out of the Menlo Park office

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Nice to Have

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·      Degree in Computer Science, Engineering, or another technical field, or hands-on coding or side-project experience

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·      Internship or work experience in sales, business development, customer success, or another customer-facing role

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·      Familiarity with cloud platforms, APIs, developer tools, or IoT

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·      Experience with Salesforce, Outreach, LinkedIn Sales Navigator, or similar tools

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·      Participation in open-source or developer communities

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·      A track record of competitive drive, whether in athletics, student organizations, a startup, or anything else where you had to perform under pressure