[Hiring] Senior Account Executive @Platform.sh

Role Description

As a Senior Account Executive at Upsun, you play a key role in driving new customer growth by identifying, engaging, and closing high-potential accounts across the UK region. You help organisations discover the value of Upsun’s cloud application platform by building trusted relationships, understanding complex business needs, and guiding prospects from initial interest through long-term partnership.

Reporting to the General Manager, EMEA, you own the full sales cycle, from prospecting and qualification to closing and account expansion. You collaborate closely with Marketing, Solutions Architects, and Customer Success to deliver a seamless buyer experience and consistently exceed revenue targets in a competitive, technical market.

This is a quota-carrying, individual contributor role for a strategic, customer-centric seller who thrives in complex sales environments. You bring curiosity, discipline, and a growth mindset to your work, continuously refining your approach to drive pipeline, close meaningful deals, and support sustained customer success.

What to expect

• Territory & Account Strategy: Create and execute a tailored plan to achieve corporate objectives within new and existing client accounts across the UK region, aligned with our ideal customer profile and value proposition.
• End-to-End Sales Ownership: Manage the full sales cycle from prospecting through deal closure, including assessing buying intent and meticulously tracking customer and transactional data in Salesforce.
• Cross-Functional Collaboration: Partner closely with Solutions Engineering, Sales Operations, Legal, Customer Success, and other internal teams to ensure effective coordination and support throughout the sales process.
• Product Demonstrations: Deliver compelling product demonstrations to prospective customers, either independently or alongside a Solutions Architect, tailored to both technical and business audiences.
• Market & Competitive Insight: Stay informed on competitor offerings, industry trends, and product innovation to strategically position Upsun.
• Stakeholder Communication: Foster strong, clear communication with management, customers, partners, and internal teams, including pre-sales and onboarding staff.
• Forecasting & Deal Execution: Accurately forecast pipeline activity and successfully close new business by clearly differentiating Upsun from competing solutions based on business value.
• Revenue Growth & Pipeline Management: Drive new revenue by building and managing a robust pipeline, taking full ownership of strategy and results within your territory.
• Regional Travel: Travel as needed within the UK region to support sales efforts and deepen customer relationships. Occasional European travel may be required for events and opportunities with key decision makers in Europe.

Qualifications

• 5+ Years of Technology Sales Experience: Demonstrated success in technology-focused B2B sales environments, with substantial experience selling into the broader UK market.
• Tenacity and Target-Driven: Tenacious in pursuit of sales targets, with a strong desire to consistently exceed expectations.
• Strong Value-Selling Approach: Passion for resolving customers’ business challenges beyond relationship management, using technology alongside self-direction and resourcefulness.
• Growth Mindset: Demonstrates a sustained commitment to continuous improvement. Actively pursues learning opportunities, solicits feedback proactively, and embraces coaching as a catalyst for performance acceleration.
• Technological Acumen: Quickly grasps new technological concepts, with a strong interest in cloud platforms, developer tools, and modern application architectures.
• Pipeline Generation: Strong experience generating sales pipeline, identifying leads, and nurturing prospects through to contract signature.
• Communication and Interpersonal Skills: Excellent verbal and written communication abilities, with the confidence to engage effectively with both technical and business stakeholders at all seniority levels.
• Team Collaboration: A team player with a positive attitude, eager to collaborate within a diverse, global team setting.
• Sales Methodologies: Demonstrable experience closing new clients using Solution Selling and Value-based selling techniques. Familiarity with MEDDIC / MEDDPICC is preferred.
• Self-Starter: Independent and proactive, able to initiate and drive opportunities forward while contributing to a global sales organization.
• CRM Proficiency: Experience using CRM tools, preferably Salesforce, to manage pipeline, forecasting, and customer relationships.
• Travel Requirements: Willingness to travel as required to meet business needs (approximately 25–30% of the time).

Benefits

• Flexible PTO
• Comprehensive healthcare coverage (UK, Canada, France, Spain, USA)
• Company stock options
• Professional development budget
• Office equipment budget
• Wellness budget
• Annual team gatherings
• Internet reimbursement
• Inclusive parental leave
• Remote work travel program

Company Description

At Upsun, we celebrate diversity in all its forms and are committed to fostering an inclusive, equitable, and supportive workplace where everyone can thrive. We embrace and value different perspectives, backgrounds, and experiences, because they make us stronger as a team.