Commercial Account Manager

Main Content

About WSO2

WSO2 provides the foundational technology that powers the agentic enterprise, enabling organizations to build, govern, and scale autonomous, AI-driven systems. Its unified stack includes an agent platform, an industry-recognized API platform, integration platform, an analyst-recognized identity platform, and an engineering platform to deliver trusted, scalable digital experiences. WSO2’s open-source, API-first, and AI-enabled approach helps enterprises to accelerate innovation. Founded in 2005, WSO2 has offices in Australia, Brazil, Germany, India, Spain, Sri Lanka, the UAE, the UK, and the US, generating over USD 100M in annual recurring revenue. Visit 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 closeBuild 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

• EngagementWork 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.