Commercial Account Executive

Commercial Account Executive — Location: Remote (EST Preferred) About the Role For three consecutive years, Torii is a Leader in the Gartner® Magic Quadrant™ for SaaS Management Platforms, helping companies discover, optimize, and control their SaaS stack. As we scale our commercial business, we're looking for a driven, full-cycle Account Executive to own new business across SMB accounts. This role sits at the heart of our revenue engine: high activity, real ownership, and direct impact on growth. You'll report to the VP of Sales and work alongside a collaborative GTM team that invests in your success. This is an excellent opportunity to be part of an innovative company at the forefront of SaaS Management. If you are passionate about technology, love problem-solving, and enjoy working closely with customers to deliver impactful solutions, we'd love to hear from you! About What You'll Need to Succeed You are a self-starter who doesn't wait for direction, you take ownership. You thrive in an environment where expectations are high, days are full, and results matter. You bring a strong balance of pipeline generation and closing ability, with the discipline and urgency needed to succeed in a transactional sales environment. You're energized by running multiple deals at once, jumping from demo to demo, and using every open window to prospect and create new opportunities. What You'll Do As a Commercial Account Executive, you will: Own the Full Sales Cycle: Manage deals from initial outreach through close, including discovery, demo, negotiation, and contract execution. Drive Pipeline Creation: Actively prospect through outbound efforts (calls, email, LinkedIn, etc.) to consistently build and maintain your own pipeline in addition to inbound opportunities. Run High-Velocity Sales Motion: Handle a high volume of demos and meetings daily, managing multiple deals simultaneously with strong organization and follow-through. Deliver Impactful Demos: Lead tailored product demonstrations that clearly articulate business value and align to customer pain points. Close Transactional Deals Efficiently: Drive urgency and momentum in deals, ensuring a streamlined and predictable sales process. Collaborate Cross-Functionally: Work closely with BDRs, Marketing, Customer Success, and Leadership to optimize pipeline generation and conversion. Maintain Operational Discipline: Accurately track all activities, pipeline, and forecasting in HubSpot. Continuously Improve: Refine messaging, outbound strategies, and sales tactics based on performance and feedback in a fast-evolving GTM motion. What You Bring 2+ years of full-cycle SaaS closing experience, ideally in a high-velocity or transactional environment A proven track record hitting or exceeding quota through both inbound and self-generated pipeline A startup mentality; experience working in a fast-paced, early-stage environment with evolving processes and ownership is expected Confidence and creativity in outbound prospecting, you don't wait for leads to come to you Strong written and verbal communication skills with the ability to engage stakeholders at multiple levels Familiarity with value-based selling and qualification frameworks like MEDDIC Experience with HubSpot and sales tools What Success Looks Like in Year One Ramp to full quota by month 3 Consistently achieve quota per quarter Maintain a healthy 3x pipeline coverage ratio Become a go-to collaborator for BDRs and a contributor to team playbooks Compensation & Benefits OTE: $130K–$150K (Base + Commission, uncapped) 100% company-paid health, vision, and dental; 80% coverage for dependents Employee stock options 401(k) with 5% Safe Harbor Match Unlimited sick, mental health, and safe leave + generous vacation policy MacBook + peripherals + $300 WFH stipend Life and disability insurance A Note on Culture We're remote-first, results-driven, and serious about building something that lasts. You'll have real autonomy here and real accountability to match. If you're energized by ownership, fast cycles, and a team that competes hard and supports each other, this is the right seat. GARTNER is a registered trademark and service mark of Gartner, Inc. and/or its affiliates in the U.S. and internationally, and MAGIC QUADRANT is a registered trademark of Gartner, Inc. and/or its affiliates and are used herein with permission. All rights reserved. Gartner does not endorse any vendor, product or service depicted in its research publications and does not advise technology users to select only those vendors with the highest ratings or other designation. Gartner research publications consist of the opinions of Gartner's research organization and should not be construed as statements of fact. Gartner disclaims all warranties, expressed or implied, with respect to this research, including any warranties of merchantability or fitness for a particular purpose. The salary range displayed is an OTE consisting of base and variable pay. Actual compensation is based on multiple factors that are unique to each candidate, including and not limited to skill set, level of relevant experience, and specific work location. Salary ranges for positions based in other locations may differ based on the cost of labor in that location. Remote EST OTE Pay Range $130,000—$150,000 USD Torii is proud to be an Equal Employment Opportunity Employer. Torii does not discriminate on the basis of race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other protected characteristic.