Commercial Account Executive

Location: Remote (Eastern Time Preferred)

Torii, a recognized Gartner Leader in SaaS Management, is transforming how organizations discover, optimize, and secure their SaaS ecosystem. Our platform helps IT, Security, Procurement, and Finance teams gain complete visibility into their software, reduce spend, automate manual processes, and strengthen governance.

We're looking for a driven Commercial Account Executive to join our growing Sales team. In this role, you'll own the full sales cycle for Growth stage companies, partnering closely with Marketing, SDRs, Solutions Engineering, and Customer Success to win new business and deliver meaningful business outcomes for customers.

You'll be responsible for both creating pipeline and closing new business, giving you the opportunity to directly impact your success, your earnings, and your career growth. If you enjoy building relationships, generating opportunities, and winning business in a fast-paced environment, you'll thrive at Torii.

This position reports directly to the VP of Sales.

What You'll Do

As a Commercial Account Executive, you will:

• Own the Full Sales Cycle: Manage opportunities from prospecting through close, including discovery, demonstrations, Proof-of-Concepts, negotiation, and contract execution.
• Build Pipeline: Generate new opportunities through a combination of outbound prospecting, referrals, and inbound demand.
• Manage Multiple Opportunities: Run a high volume of customer meetings while maintaining strong organization, follow-up, and deal progression.
• Deliver Business-Focused Demonstrations: Tailor presentations to customer challenges and clearly communicate business value.
• Drive Deals to Close: Create momentum, manage next steps, and help customers make confident buying decisions through a structured sales process.
• Collaborate Across Teams: Partner with BDRs, Marketing, Solutions Engineering, Customer Success, and Leadership to maximize pipeline generation and conversion.
• Maintain Operational Excellence: Keep pipeline, forecasting, and customer activity accurate and up to date in HubSpot.
• Continuously Improve: Refine your messaging, prospecting strategies, and sales approach through coaching, feedback, and ongoing learning.

What You Bring

• Sales Experience: 1+ years of full-cycle closing experience in SaaS or technology sales.
• Proven Success: Demonstrated track record of achieving or exceeding quota.
• Pipeline Generation: Comfortable building your own opportunities through outbound prospecting while effectively managing inbound opportunities.
• Strong Communication Skills: Excellent written and verbal communication with the ability to engage stakeholders across multiple levels of an organization.
• Startup Mindset: Comfortable working in a fast-paced, evolving environment where adaptability and initiative are valued.
• Execution & Organization: Able to manage multiple opportunities simultaneously while maintaining strong attention to detail.
• Sales Methodology: Familiarity with structured sales methodologies such as MEDDIC.

What Makes You Successful

You're someone who:

• Takes ownership of your business and consistently looks for ways to improve.
• Enjoys prospecting and creating opportunities - not just working inbound leads.
• Thrives in a fast-paced, high-accountability environment.
• Is naturally curious and asks thoughtful questions to uncover customer challenges.
• Brings energy, urgency, and competitiveness to your work.
• Is coachable, adaptable, and eager to continuously improve.
• Is a collaborative teammate who contributes to the success of the broader organization.

What Success Looks Like

In this role, you'll:

• Consistently achieve or exceed your sales quota.
• Build and maintain healthy pipeline coverage through a combination of inbound and outbound activity.
• Run disciplined, well-managed sales cycles with accurate forecasting.
• Partner effectively with SDRs, Marketing, Solutions Engineering, and Customer Success to create exceptional customer experiences.
• Continuously improve your sales skills while contributing to the growth of both the team and the company.

Why Join Torii?

• Join a Gartner-recognized market leader in one of the fastest-growing software categories.
• Sell a platform that delivers measurable business outcomes through SaaS visibility, cost optimization, automation, and governance.
• Work alongside experienced leaders in Sales, Product, and Engineering.
• Make a meaningful impact at a fast-growing company with significant career growth opportunities.
• Competitive compensation, equity, and comprehensive benefits.

Benefits

• Remote-First Culture: Work from anywhere (Eastern Time preferred).
• Comprehensive Benefits:
• 100% employer-paid medical, dental, and vision coverage for employees.
• 80% employer-paid health and 100% vision & dental coverage for dependents.
• Equity: Employee stock options so you can share in our success.
• 401(k): 5% Safe Harbor Match.
• Time Off: Unlimited sick, mental health, and safe leave + generous vacation policy.
• Life & Disability Insurance for added peace of mind.
• Remote Work Setup: MacBook, monitor, keyboard, mouse, and a $300 home office stipend.