Lead - Commercial Account Manager

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About WSO2

Founded in 2005, WSO2 is the largest independent software provider of open-source API management, integration, and identity and access management (IAM) products. WSO2's products and platforms including our next-gen internal developer platform, Choreo empowers thousands of enterprises in over 90 countries to drive their digital transformation journeys in delivering secure digital services and applications. Our open-source, API-first approach frees developers and architects from vendor lock-in, enabling rapid digital product creation. Recognized for our leadership by industry analysts, WSO2 has over 800 employees worldwide with offices in Australia, Brazil, Germany, India, Sri Lanka, the UAE, the UK, and the US. WSO2 is an EQT portfolio company with nearly USD100M in annual recurring revenue. Visit https://wso2.com to learn more.

About the Role

WSO2 is seeking a Lead - Commercial Sales to drive growth across India (excluding South India), with responsibility for expanding existing customer accounts while also acquiring new commercial and mid-enterprise customers. This role requires disciplined account management, proactive prospecting, and strong execution across the full sales cycle.

The successful candidate will own a defined territory, working closely with sales engineering, channels & alliances, and marketing to drive predictable revenue growth.

Key Responsibilities

Account Growth & Retention

• Own and grow a portfolio of existing commercial accounts through renewals, upsell, and cross-sell opportunities
• Develop strong account understanding, stakeholder mapping, and expansion strategies
• Ensure high customer satisfaction and proactive churn risk management

New Business Acquisition

• Proactively prospect and acquire new commercial customers within the assigned territory
• Drive end-to-end sales cycles: discovery, qualification, value articulation, negotiation, and close
• Build a healthy, predictable pipeline aligned to targets

Territory & Pipeline Management

• Own a defined South India territory, balancing existing accounts and new logo focus
• Maintain disciplined pipeline coverage and forecasting accuracy
• Manage the entire sales cycle (prospecting, qualification, value creation, close planning, negotiation)

Partner & Ecosystem Engagement

• Work with regional partners and SI ecosystem to co-sell and expand reach
• Leverage partner capabilities to unlock new opportunities and accelerate deals

Cross-Functional Collaboration

• Partner with Solution Engineering to position WSO2's API, integration, and IAM platforms effectively
• Collaborate with marketing on regional campaigns, events, and pipeline-generation initiatives
• Work closely with the A&C team to onboard and execute partner-led and co-sell motions

Qualifications and Skills

• 10+ years of B2B technology sales experience, preferably in SaaS, or middleware
• Proven experience in commercial / mid-market account management and new logo acquisition
• Strong understanding of enterprise buying processes and multi-stakeholder sales
• Experience selling platforms related to API management, integration, IAM, cloud, or digital platforms is a strong plus
• Excellent communication, presentation, and interpersonal skills.
• Strong analytical and problem-solving skills.
• Proficiency in CRM systems (e.g., Salesforce) and other sales tools.
• Bachelor's degree or equivalent.

Additional Content

In Addition to a Competitive Compensation Package, WSO2 Offers:

• A work culture and environment where we value both hard work AND flexibility.
• A flexible vacation/leave plan that fits your needs.
• Health, dental, and life insurance for you and your family.
• An opportunity to work with cutting-edge technologies.
• An opportunity for professional growth and development.

Diversity Drives Innovation

We've built our business on a commitment to diversity and inclusion. We believe it's important to foster an environment that values and respects each individual's strengths, perspectives, and ideas. Doing so not only drives innovation; it also ensures that we can create superior experiences for our customers, partners, and employees worldwide. We value the diversity of our team regardless of race, ethnicity, religion, gender, age, national origin, disability, sexual orientation, or veteran or marital status, and we do not tolerate any form of discrimination.