Commercial Account Executive

An in-market seller who owns a territory across retail colocation and cloud.

The Account Executive, Commercial is an in-market, quota-carrying seller who focuses on new logos and high-growth customers. You cover mid-market and upper-commercial customers within an assigned geographic territory, selling the full client stack: cloud, colocation, disaster recovery, and services as a trusted local resource.

This is a hunter-first role for a seller who owns their territory, shows up in their market, and runs a disciplined, consultative, multi-stakeholder sales process from first meeting to signed order.

Own an assigned geographic territory: build a written territory plan, identify target accounts, and execute a disciplined outbound motion.

Generate pipeline through outbound prospecting, executive networking, referrals, industry events, and partner engagement; supplement with inbound and marketing-sourced leads.

Maintain an active pipeline of at least 3–4x annual quota with rigorous stage discipline and forecast accuracy in Salesforce.

Be visible in-market: attend local technology, industry, and channel events; host customer meetings and facility tours on a regular cadence.

Sell the full client portfolio as an integrated solution to the customer’s business problem.

Lead multi-stakeholder sales cycles across IT, application, security, finance, and executive buyers; qualify with a repeatable methodology (MEDDPICC, Command of the Message, or equivalent).

Partner with Solutions Engineers & Architects on discovery, design, pricing, and executive presentations; own commercial strategy, negotiation, and close.

Prepare accurate quotes, proposals, and MSAs; drive contracts through legal, procurement, and security review.

Consistently meet or exceed monthly, quarterly, and annual bookings and revenue quotas.

Retain and expand existing accounts through structured Quarterly Business Reviews, executive alignment, and proactive whitespace planning.

Coordinate with operations, service delivery, and customer success so the customer’s experience matches the promise made in the sales cycle.

Build and maintain relationships with partners active in the territory: VARs, MSPs, agents, consultants, and hyperscaler field teams.

Co-sell with partners where it accelerates the deal or expands account access; recruit and enable new partners as the territory demands.

5+ years of quota-carrying B2B sales experience selling colocation, cloud, managed services, network, or adjacent infrastructure.

A track record of meeting or exceeding quota in a new-logo and expansion environment.

Experience running complex, multi-stakeholder sales cycles with average deal sizes appropriate to the market (typically $10K–$100K MRR / six-to-seven figure annual TCV).

A strong local network in the assigned territory across IT leadership, channel partners, and industry communities.

Fluency in a modern sales methodology (MEDDPICC, Command of the Message, Challenger, Sandler, or equivalent) and disciplined use of Salesforce for pipeline and forecast management.

Excellent written and verbal communication; comfortable presenting to technical practitioners through the C‑suite.

Bachelor’s degree or equivalent experience.

Experience selling both colocation and cloud / managed services in an integrated portfolio.

Prior success selling into regulated industries (financial services, healthcare, public sector) or against national providers.

Established relationships with partner field teams, national channel partners, or regional MSP communities.

Salesforce for pipeline, forecast, and account planning; disciplined data hygiene expected.

Sales engagement (6

Sense), conversation intelligence, and prospecting tools (Zoom Info, Linked In Sales Navigator).

Microsoft 365: strong Excel and PowerPoint for account planning and executive materials.

In-market and customer-facing. Expect up to 50% travel within the assigned territory, including regular daily commutes, overnight stays, and multi-day trips for customer meetings, facility tours,…