Commercial Account Executive Balkans

You will manage a broad book of business across new prospects and existing accounts. You will lead the full sales cycle from discovery and solution alignment through negotiation and close, align DevSecOps value to customer outcomes, maintain evidence-based pipeline data, and partner across pre- and post-sales. You will analyze wins and losses, share insights, improve sales processes, and represent customer feedback through the public issue tracker.

Responsibilities

• Own a broad book of business across new prospects and existing accounts.
• Manage the full sales cycle from discovery and solution alignment through negotiation and close.
• Articulate the DevSecOps value proposition and align it to customer business outcomes.
• Analyze wins and losses, contribute to root-cause analyses, and share lessons learned.
• Document buying criteria, buying processes, next steps, owners, and evidence-based pipeline data.
• Improve the sales handbook and processes by documenting best practices and refinement opportunities.
• Provide account leadership across pre- and post-sales with technical teams and customer success.
• Represent customer feedback and ideas in the public issue tracker.

Requirements

• Proven success in software sales, ideally in a commercial market context.
• Ability to guide customers through the full buying journey.
• Effective communication and interpersonal skills.
• Experience maintaining evidence-based pipeline data and account plans.
• Skill in win/loss and root-cause analysis.
• Proficiency in negotiation, stakeholder presentations, and commercial discussions.
• Interest in open source software and familiarity with Git, software development tools, or application lifecycle management.
• Willingness to travel in line with company policy.

Benefits

• Health, financial, and well-being benefits.
• Flexible Paid Time Off.
• Team Member Resource Groups.
• Equity compensation and Employee Stock Purchase Plan.
• Growth and Development Fund.
• Parental Leave.