Commercial Account Manager

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.\n\nAbout the Role\n\nWSO2 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.\n\nThe successful candidate will own a defined territory, working closely with sales engineering, channels & alliances, and marketing to drive predictable revenue growth.\n\nKey Responsibilities\n\nAccount Growth & Retention\nOwn and grow a portfolio of existing commercial accounts through renewals, upsell, and cross-sell opportunities\nDevelop strong account understanding, stakeholder mapping, and expansion strategies\nEnsure high customer satisfaction and proactive churn risk management\n\nNew Business Acquisition\nProactively prospect and acquire new commercial customers within the assigned territory\nDrive end-to-end sales cycles: discovery, qualification, value articulation, negotiation, and closeBuild a healthy, predictable pipeline aligned to targets\n\nTerritory & Pipeline Management\nOwn a defined South India territory, balancing existing accounts and new logo focus\nMaintain disciplined pipeline coverage and forecasting accuracy\nManage the entire sales cycle (prospecting, qualification, value creation, close planning, negotiation)\n\nPartner & Ecosystem\nEngagementWork with regional partners and SI ecosystem to co-sell and expand reach\nLeverage partner capabilities to unlock new opportunities and accelerate deals\n\nCross-Functional Collaboration\nPartner with Solution Engineering to position WSO2’s API, integration, and IAM platforms effectively\nCollaborate with marketing on regional campaigns, events, and pipeline-generation initiatives\nWork closely with the A&C team to onboard and execute partner-led and co-sell motions\n\nQualifications and Skills\n\n10+ years of B2B technology sales experience, preferably in SaaS, or middleware\nProven experience in commercial / mid-market account management and new logo acquisition\nStrong understanding of enterprise buying processes and multi-stakeholder sales\nExperience selling platforms related to API management, integration, IAM, cloud, or digital platforms is a strong plus\nExcellent communication, presentation, and interpersonal skills.\nStrong analytical and problem-solving skills.\nProficiency in CRM systems (e.g., Salesforce) and other sales tools.\nBachelor’s degree or equivalent.\n\nAdditional Content\nIn Addition to a Competitive Compensation Package, WSO2 Offers:\n\nA work culture and environment where we value both hard work AND flexibility.\nA flexible vacation/leave plan that fits your needs.\nHealth, dental, and life insurance for you and your family.\nAn opportunity to work with cutting-edge technologies.\nAn opportunity for professional growth and development.\n\nDiversity Drives Innovation\n\nWe’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.