Commercial Account Executive - West

Job Title: Commercial Account Executive, West

Location: Bay Area, CA

Work Model: Hybrid (Menlo Park office)

About EMQ

EMQ is the team behind EMQX, a leading open-source messaging and streaming data platform for IoT, AI, and event-driven applications. Trusted by customers around the world, EMQX helps organizations connect devices, move data in real time, and build reliable, scalable systems for modern connected applications.

About the Role

We’re hiring a Commercial Account Executive to own the SMB and commercial segment across the Western U.S. This is a full-cycle role for a technically minded seller who can independently run discovery, demos, and commercial conversations, while engaging both technical and business buyers. You’ll work closely with our Menlo Park team and partner with SDRs, Marketing, and Solutions Engineering as needed.

Core Responsibilities

· Own the full sales cycle for SMB and commercial accounts across the Western US: from first inbound conversation through close, including qualification, discovery, technical demo, POC scoping, commercial negotiation, and contract execution.

· Run your own product demos. You'll be the primary technical voice in most of your deals, comfortable walking a developer or architect through EMQX's architecture, features, and deployment options without needing an SE in the room.

· Manage a high-velocity pipeline. Typical deal sizes range from $10K to $100K ACV, with sales cycles of 2 to 12 weeks. You’ll be expected to manage a high-volume pipeline and close a meaningful number of deals each quarter in a fast-moving commercial environment.

· Engage both technical and economic buyers. You'll talk to backend engineers, platform leads, and architects about MQTT, distributed systems, and IoT architectures, and you'll talk to engineering managers, directors, and VPs of Engineering about budget, procurement, and ROI

· Partner with SDRs and Marketing on outbound campaigns, ABM plays, field events, and inbound lead follow-up across your territory

· Maintain rigorous CRM hygiene in Salesforce: accurate forecasts, clean pipeline, timely next steps. Predictability matters

· Provide feedback from prospects and customers to help improve messaging, positioning, and go-to-market execution in the West region

Must Have

· 3+ years of B2B software sales experience in a full-cycle closing role

· Experience selling SMB or commercial accounts in a fast-moving environment

· Ability to independently manage the full sales process from opportunity qualification through close

· Strong discovery, demo, objection handling, and negotiation skills

· Experience selling technical or infrastructure-oriented software, such as cloud, developer tools, data, security, networking, IoT, or related platforms

· Proven ability to independently run technical product demos for engineers and architects, without relying on a Solutions Engineer for standard product walkthroughs

· Ability to communicate effectively with both technical stakeholders and business decision-makers

· Strong CRM discipline, pipeline management, and forecasting habits

· Based in the Bay Area and able to work in a hybrid model out of the Menlo Park office

Nice to Have

· Background in Engineering, Computer Science, or a related technical field.

· Experience selling open-source, infrastructure, or developer-oriented software.

· Experience converting open-source users, free-tier accounts, or PLG-driven inbound leads into paying commercial customers.

· Familiarity with messaging, streaming, MQTT, Kafka, pub/sub messaging, cloud infrastructure, or IoT platforms.

· Experience working with Salesforce, Outreach, LinkedIn Sales Navigator, or similar tools

· Experience selling into industries such as manufacturing, automotive, logistics, energy, or connected products