Senior Commercial Account Executive, West

About this role

Who We Are
Spectro Cloud is redefining how organizations manage Kubernetes, virtualization, and AI infrastructure across data centers, public cloud, edge, and distributed environments.
Our Palette platform gives organizations the flexibility and control to build, deploy, and manage Kubernetes-based infrastructure anywhere while simplifying operations at scale. As infrastructure evolves to support AI and GPU-intensive workloads, Spectro Cloud is helping customers modernize their environments while improving operational efficiency and economics.
We are growing quickly and looking for high-energy, accountable sellers who want to build pipeline, win new customers, and help shape our continued growth.
Who We Are Seeking
We are looking for a results-driven US Commercial Account Executive based in the San Francisco Bay Area to drive new-logo growth across the commercial market.
This is a high-velocity, new-business role with a clear mandate: consistently acquire new customers, achieve quarterly new-logo goals, and deliver quarterly revenue targets with strong linearity throughout the quarter.
We want a seller who is willing to participate in their own success.
You will have support from Marketing, Sales Development, Sales Engineering, leadership, and our partner ecosystem—but you are ultimately accountable for creating pipeline, progressing opportunities, winning new logos, and delivering your number.
The successful candidate doesn't wait until the final weeks of the quarter to produce results. You build enough pipeline and maintain enough deal velocity to consistently close business throughout the quarter.
Job Responsibilities
As a Commercial Account Executive, you will own your territory and your results.
You will:

• Consistently achieve or exceed quarterly new-logo goals.

• Deliver strong quarterly linearity, with new customers and revenue closing throughout the quarter.

• Build, develop, and manage a healthy pipeline that supports both the current quarter and future quarters.

• Own your territory from both a revenue and go-to-market perspective.

• Develop and execute a territory plan identifying high-potential accounts, industries, partners, and use cases.

• Proactively prospect and create your own opportunities in addition to working inbound and SDR-generated opportunities.

• Maintain a consistent cadence of in-person customer meetings, discovery sessions, demos, technical evaluations, and executive conversations.

• Sell across multiple lines of business and buying centers within target accounts.

• Build relationships across infrastructure, cloud, platform engineering, virtualization, DevOps, AI, application, and executive teams.

• Work closely with channel partners, VARs, systems integrators, cloud providers, and technology partners to generate and accelerate opportunities.

• Identify opportunities to land with an initial use case and expand into additional teams, business units, and workloads.

• Maintain accurate forecasting and demonstrate complete command of your business.

Quarterly Execution & Linearity
Success in this role requires more than simply hitting an annual number. We expect consistent quarterly execution.
You will be responsible for:

• Achieving quarterly new-logo and revenue targets.

• Maintaining sufficient pipeline coverage for both the current and following quarter.

• Creating new pipeline every week.

• Progressing opportunities with urgency and clearly defined next steps.

• Closing business throughout the quarter rather than relying on end-of-quarter concentration.

• Maintaining a balanced pipeline across early-, mid-, and late-stage opportunities.

• Building enough opportunity volume to overcome normal deal slippage without compromising the quarter.

• Identifying pipeline gaps early and taking action to address them.

• Maintaining disciplined deal inspection and forecasting.

• Entering each new quarter with meaningful pipeline already developed. Linearity matters.

We are looking for sellers who build predictable businesses—not sellers whose results depend on a last-minute end-of-quarter push.
What You Will Sell
You will position Spectro Cloud's portfolio across a broad range of modern infrastructure initiatives, including:

• Enterprise Kubernetes management

• Hybrid and multi-cloud infrastructure

• Virtualization modernization

• VMware alternatives and modernization

• Data center modernization

• Edge and distributed computing

• Platform engineering

• GPU infrastructure

• AI infrastructure

• AI workload orchestration

• Infrastructure efficiency and economics

• Tokenomics and AI inference economics

You should be comfortable identifying an initial business or technical problem and expanding the conversation across multiple lines of business and use cases.
Sales Execution
This is not a role where pipeline is simply handed to you.
Successful Commercial AEs at Spectro Cloud actively participate in creating their own success.
You will:

• Prospect consistently into targeted commercial accounts.

• Convert outbound, inbound, partner, and SDR-generated opportunities into qualified pipeline.

• Conduct effective discovery across technical and business stakeholders.

• Build meaningful customer relationships through regular in-person, face-to-face engagement.

• Identify compelling events and measurable business outcomes.

• Develop strong internal champions.

• Establish access to decision-makers and Economic Buyers.

• Create urgency and maintain momentum throughout the sales cycle.

• Manage technical evaluations and POCs against clearly defined success criteria.

• Use MEDDPICC principles to qualify and manage opportunities.

• Utilize Mutual Action Plans where appropriate to establish clear customer and Spectro Cloud commitments.

• Work closely with Sales Engineering to efficiently move technical evaluations toward business decisions.

• Maintain disciplined opportunity management and next steps.

• Forecast accurately and…