This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description As a Commercial Account Executive, you will own the full sales cycle for new and expanding markets, targeting organizations with ≤5,000 employees. You will establish MinIO’s value proposition and close deals contributing to our overall success. You’ll need to thrive in a fast-paced, agile setting and work cross-functionally to help us expand from a product-led sales approach to include a sales-driven growth strategy. What You Will Do - New Business Development: - Prospect, qualify, and close new business across commercial and mid-market accounts. - Drive opportunities from first meeting through technical validation, pricing, and close. - Expand and Retain Accounts: - Manage relationships with strategic customers, identifying opportunities to cross-sell, upsell, and deliver measurable value. - Articulate Value: - Become an expert in communicating MinIO’s benefits to technical and business stakeholders, focusing on business impact and customer success. - Collaborate Cross-Functionally: - Partner with internal teams, including product, marketing, and customer success, to deliver seamless customer experiences. - Pipeline and Forecast Management: - Build and manage a healthy pipeline with disciplined forecasting and deal hygiene. - Use MEDDPICC (or similar) to qualify deals and drive predictable outcomes. - Maintain accurate pipeline, forecasting, and activity tracking in Salesforce. - Collaborate cross-functionally with Field Architects, Marketing, Customer Success, and Product. - Consistent quota attainment with strong pipeline coverage. - Ability to move complex, technical deals forward with urgency and clarity. - High-quality discovery that uncovers real customer pain and expansion potential. - Trusted advisor status with customers building modern, scalable data platforms. Qualifications - 3+ years of experience in B2B SaaS or infrastructure sales with consistent quota achievement and expertise in managing complex, high-value sales cycles. - Strong background in sourcing and closing new customers, particularly in enterprise or mid-market segments. - Demonstrated ability to expand and retain accounts through cross-sell, upsell, and delivering measurable customer value. - Familiarity with cloud-native technologies, data infrastructure, or B2B SaaS. - Experience engaging with technical buyers, including VPs of Infrastructure, Engineering, and Enterprise Architects. - Thrives in fast-paced environments, with experience at early or growth-stage companies. - Skilled at challenging the status quo, demonstrating clear business value, and driving competitive wins. - Excellent verbal and written communication skills, with the ability to influence decision-makers and navigate complex negotiations. - Proven ability to work across functions, leveraging internal resources to achieve customer success. - Experience managing deal sizes ranging from $50k to $300k+. - Expertise in pipeline generation tools (e.g., SalesLoft, Outreach) and social selling (e.g., LinkedIn Navigator). - Familiarity with Force Management, MEDDPIC, or other sales methodologies. Benefits - Health Care Plan (Medical, Dental & Vision) - 401K with 3% Contribution - Pre-IPO Stock Options - At least 12 Public Holidays - Flexible Time Off Company Description MinIO is proud to be an equal opportunity workplace and an affirmative action employer. We review applications for employment without regard to their race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, citizenship, age, veteran status, genetic information, physical or mental disability, medical condition, marital status, or any other basis prohibited by law.

• The Sales executive is responsible for originating hedger relationships and converting them into onboarded, active trading counterparties on the ElectronX exchange. • Originate and expand relationships with U.S. power market participants, with a focus on hedgers (utilities, IPPs, retail suppliers, commercial and industrial large load organizations, and power marketing firms) • Own the full commercial cycle: prospecting → pitching → negotiation → close → onboarding → activation → repeat trading • Build and run a disciplined pipeline cadence (outreach, meetings, follow-ups, proposals, and conversion management) • Drive onboarding momentum by coordinating internal stakeholders and removing friction to get accounts trading quickly • Maintain clear reporting on progress across pipeline, onboarding, and activation metrics • Own measurable outcomes tied directly to liquidity and traded volume on the ElectronX exchange • Convert onboarded counterparties into active, repeat participants through structured account management and engagement • Identify strategic opportunities (partners, participants, or segments) that unlock incremental liquidity and adoption • Bring structured feedback from customers and prospects to refine ElectronX messaging, commercial packaging, and product priorities • Help translate power market workflows and terminology into simple, accurate exchange positioning that resonates with hedgers • Partner with Product and Technology teams to ensure ElectronX is described and presented in ways that match market expectations

• Identify, develop and execute account strategy to develop new business opportunities across private and charter schools • Establish access and maintain existing relationships with key decision makers (superintendents, CAOs, deputies, directors) and understand industry trend and issues • Identify customer pain points and problem solve and strategize using our solution • Scope, negotiate and close sales agreements to exceed booking and revenue targets • Capture and maintain accurate and relevant info using Salesforce • Leverage existing accounts as reference to expand regionally • Collaborate with peers across product, implementation, marketing teams to create visibility with target accounts and drive engagement of target prospects at the both individual and executive level

• Be a networker, seller and closer • Build relationships with AI/ML stakeholders and be an active member of the community • Conduct discovery with prospects and share the Arize vision • Run a sophisticated prospecting strategy to “get the word out” and find deals • Create sales plays, write talk tracks and strategically identify new business opportunities • Deeply research accounts, stakeholders and competitors • Manage proof of concepts, drive adoption and grow accounts • Manage and navigate internal / external stakeholders to ensure success • Understand use cases, scope licensing and find more workloads • BANT or MEDDIC methodology preferred