Upwind Security is a rapidly growing, innovative cybersecurity firm specializing in Cloud-Native Application Protection Platforms (CNAPP). We provide comprehensive security solutions that span the entire cloud application lifecycle, from build to runtime. Our mission is to secure the next generation of cloud infrastructure, helping businesses innovate without fear. We foster a dynamic, fast-paced, and collaborative environment, focused on excellence and customer success.
The Opportunity
We are seeking a highly motivated and results-driven Account Executive to join our expanding team in Sydney or Melbourne, Australia, focusing on the Australian market. This is a critical role responsible for driving the adoption of Upwind Security's cutting-edge CNAPP solution across a defined territory of enterprise accounts. The ideal candidate will have a deep understanding of the Australian enterprise IT and security landscape, a proven track record in selling complex cybersecurity or cloud-native technology solutions, and exceptional communication skills.
Key Responsibilities
Sales and Revenue Generation
- Develop and execute a strategic sales plan to achieve and exceed quarterly and annual revenue targets within the assigned territory.
- Manage the entire sales cycle, from prospecting and qualification to negotiation and closing significant enterprise deals.
- Identify and target key decision-makers and influencers within target accounts, establishing strong relationships with C-level executives, security leaders, and cloud architects.
- Conduct compelling product presentations and solution demonstrations tailored to specific customer needs and technical requirements, often in collaboration with Sales Engineering.
Market and Customer Expertise
- Become a trusted advisor to customers, demonstrating a deep understanding of CNAPP, cloud security best practices (AWS, Azure, GCP), DevSecOps, and relevant industry regulations in Australia.
- Maintain a strong pulse on the competitive landscape and emerging market trends in cloud-native security across the Australian market.
- Effectively translate complex technical concepts into clear business value propositions for both technical and non-technical audiences.
Collaboration and Administration
- Work closely with marketing, product, and sales engineering teams to ensure a coordinated and successful go-to-market strategy in Australia.
- Accurately forecast sales opportunities and maintain comprehensive, up-to-date records of all sales activity in the CRM (e.g., Salesforce).
- Attend industry conferences, seminars, and networking events to promote Upwind Security's brand and generate leads.
- Experience: 8+ years of successful enterprise sales experience, with a minimum of 3 years focused on selling complex cybersecurity software, cloud infrastructure, or DevSecOps solutions to large enterprises in Australia.
- Domain Knowledge: Strong working knowledge of cloud computing platforms (AWS, Azure, GCP), containerization (Docker, Kubernetes), serverless technologies, and modern application development lifecycles (CI/CD). Familiarity with CNAPP components (e.g., CSPM, KSPM, CIEM, Cloud Workload Protection) is highly desirable.
- Language Proficiency: Excellent professional fluency in English (written and verbal) is essential.
- Cultural Acumen: Proven ability to navigate and succeed within the Australian business culture, including established professional networks in the relevant industry sectors.
- Education: Bachelor's degree in Business, Computer Science, or a related field, or equivalent practical experience.
