Own enterprise sales across the UK and Ireland, generating new business, managing the full sales cycle, engaging C-level and technical stakeholders, leading proofs of value, negotiating contracts, and closing multi-year partnerships. The role involves territory planning, channel and AWS ecosystem collaboration, accurate forecasting, Salesforce discipline, and selling cloud security solutions to mid-large enterprises.
Description
About Upwind
Upwind is the runtime-first cloud security platform. While traditional tools flood security teams with alerts, Upwind uses real-time runtime context to show what's actually exploitable, so teams fix what matters first. Powered by eBPF sensors and agentless discovery, our CNAPP brings together cloud posture, real-time threat detection and response, vulnerability management and API security in one platform.
We're one of the fastest-growing companies in cloud security, and we're building our UK & Ireland team now. This is a chance to join early, win marquee logos and help shape how Upwind goes to market in the region.
The Role
We're looking for an Enterprise Account Executive who loves the hunt. You'll own a territory of mid-large enterprise accounts across UK&I, open new doors, build executive relationships and turn complex security conversations into multi-year partnerships. This is a field-based role, and you'll work alongside Solutions Engineering, Channel and Marketing to build pipeline and close.
What You'll Do
- Build and execute a territory plan to generate new business pipeline and win new enterprise logos
- Lead the full sales cycle, from prospecting and qualification through to business case, ROI and close
- Engage CISOs, CTOs and senior leaders alongside cloud, security and DevOps teams, positioning Upwind against their business priorities
- Partner with Solutions Engineering to run compelling proofs of value and accelerate time-to-value for customers
- Build strong relationships with channel partners, AWS and the wider ecosystem to extend reach and co-sell
- Lead commercial negotiations through to signature
- Forecast accurately, keep Salesforce disciplined and share market insight with leadership
What You'll Bring
- 5+ years of enterprise software sales, ideally in cloud security
- A proven record of winning net new logos and closing mid-to-large enterprise deals
- Consistent quota over-achievement you can talk to in detail
- An established UK&I network across customers and channel partners
- Confidence selling to both C-level executives and technical stakeholders
- A disciplined approach to qualification (MEDDPICC or similar) and forecasting
- Energy, resilience and adaptability in a fast-moving, high-growth environment
Preferred
- Experience selling CNAPP, CSPM, CWPP or cloud security solutions
- Experience displacing incumbent vendors in competitive deals
Why Upwind
- Get in early and help build the UK&I business from the ground up
- Sell a differentiated, runtime-first platform in one of security's fastest-growing categories
- Competitive base, uncapped commission and options
- Work with a founding team and leadership who move quickly and back their sellers
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