Commercial Account Executive

About WSO2

WSO2 provides the foundational technology that powers the agentic enterprise, enabling organizations to build, govern, and scale autonomous, AI-driven systems. Its unified stack includes an agent platform, an industry-recognized API platform, integration platform, an analyst-recognized identity platform, and an engineering platform to deliver trusted, scalable digital experiences. WSO2’s open-source, API-first, and AI-enabled approach helps enterprises to accelerate innovation. Founded in 2005, WSO2 has offices in Australia, Brazil, Germany, India, Spain, Sri Lanka, the UAE, the UK, and the US, generating over USD 100M in annual recurring revenue. Visit wso2.com to learn more.

About the Role

At WSO2, our Account Executives are not traditional sellers. They are strategic partners who operate at the intersection of enterprise sales, customer growth, and solution strategy. As a Commercial Account Executive, you will own a defined territory across North America, driving both new customer acquisition and long-term account expansion. A core part of this role is growing WSO2’s presence in the North American market by actively selling to new customers, while also building meaningful, lasting relationships with existing ones. You will be responsible for shaping and executing your go-to-market strategy, identifying where and how WSO2 wins, and driving those opportunities from initial engagement through close.

Success in this role requires strong interpersonal instincts and adaptability. You will engage with a wide range of stakeholders across different roles, industries, and backgrounds, and the ability to connect with people of all kinds is essential. It also helps if you enjoy a bit of movement and variety. You will spend time meeting customers, hosting events, and representing WSO2 across the U.S. and Canada, with a willingness to travel both locally and internationally as part of the job.

This role requires someone who is comfortable building relationships, navigating complex sales cycles, and stepping into new environments and offers both the challenge and the opportunity to make a meaningful impact.

Key Responsibilities

• Build, develop, and maintain a high-quality pipeline aligned to territory goals, leveraging a combination of outbound prospecting, inbound leads, and partner collaboration.
• Identify, prioritize, and engage net new logo opportunities within your assigned region to expand WSO2’s footprint in North America.
• Manage a portfolio of existing customers with a focus on retention, expansion, and long-term value creation.
• Develop and execute account plans that identify growth opportunities, including upsell and cross-sell motions.
• Build and maintain strong, multi-threaded relationships across both technical and business stakeholders within customer organizations.
• Navigate multi-stakeholder environments, aligning customer needs with WSO2 solutions to drive successful outcomes.
• Ensure a consistent and disciplined approach to opportunity management and deal progression.
• Develop and execute a territory-level go-to-market strategy, identifying target industries, accounts, and growth opportunities.
• Contribute to regional sales strategy, including competitive positioning and market insights.
• Maintain accurate and timely pipeline tracking, forecasting, and reporting within CRM systems.
• Participate in customer meetings, on-site visits, and industry events across the U.S. and Canada.
• Travel domestically and occasionally internationally as required, supporting customer engagement and business growth.

Qualifications, Skills and Relevant Experience

• 3 - 8 years of experience in a customer-facing sales or account management role within B2B technology, ideally in SaaS, platform-based, or developer-focused environments.
• Proven experience managing and growing commercial or mid-market accounts, including building relationships, driving account expansion, and contributing to new business opportunities.
• Demonstrated ability to navigate multi-stakeholder environments, engaging both business and technical contacts to drive outcomes.
• Familiarity with API management, integration platforms (middleware), and/or identity and access management (IAM) concepts.
• Ability to quickly learn and articulate technical products, and partner effectively with Sales Engineering teams to position solutions.
• Experience working within structured sales processes, including pipeline management, forecasting, and CRM tools.

In Addition to a Competitive Compensation Package, WSO2 Offers:

• A work culture and environment where we value both hard work AND flexibility.
• Ongoing training, coaching, and mentoring.
• Education reimbursement for professional qualifications and courses.
• A generous vacation/leave plan that fits your needs.
• Health insurance for you and your family.
• 401K matching.

Diversity Drives Innovation

We’ve built our business on a commitment to diversity and inclusion. We believe it’s important to foster an environment that values and respects each individual’s strengths, perspectives, and ideas. Doing so not only drives innovation; it also ensures that we can create superior experiences for our customers, partners, and employees worldwide. We value the diversity of our team regardless of race, ethnicity, religion, gender, age, national origin, disability, sexual orientation, or veteran or marital status, and we do not tolerate any form of discrimination.