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Job description
Overview
This is a remote-first position, ideal for a senior sales professional with experience navigating complex, consultative sales cycles within large organizations.
In this role, you will be responsible for identifying and securing new enterprise accounts, expanding relationships within existing customers, and positioning Solace as a critical enabler of both traditional event-driven architecture (EDA) and next-generation AI-driven initiatives.
As organizations accelerate their adoption of artificial intelligence, real-time data movement has become a foundational requirement. Solace plays a key role in helping enterprises modernize their integration strategy to support AI workloads—by ensuring that data is delivered securely, efficiently, and in real time across distributed systems.
You will work closely with technical stakeholders and executive decision-makers to demonstrate how Solace’s platform can serve as the backbone for modern AI-ready infrastructure.
In This Role, You Will
Be responsible for establishing, cultivating, and improving Solace’s relationship with clients.
Identify new business opportunities to grow with both new clients, and within existing clients – and lead the sales process from start to finish.
Develop and execute territory and account plans that address short-term and strategic goals which include pipeline building, revenue attainment, profit margin, client wallet share, and customer satisfaction.
Be a “hunter” and must be a self-starter who is able to work independently. At the same time, be a strong team player — capable of collaborating widely and building a deep relationship with their pre-sales engineer(s) and others.
Ultimately, accountable to win new business, and in the process will build strong client relationships (at both the working and executive level), negotiate complex deals, and establish long-lasting client relationships.
What You’ll Bring to the Role
Consultative selling
Ability to build strong executive relationships
Proven ability to close large, complex deals
Track record in selling middleware products, solutions, and services
Exceptional interpersonal skills with a proven ability to connect with clients
Ability to pull together a team and lead complex negotiations
Bachelor’s degree or equivalent
5+ years of experience managing client relationships in the Enterprise IT space
Proven track record of sales success in other IT companies
Familiarity with MEDIC / MEDDPICC sales process
Willingness to travel as much as 30% of their time (2-3 days a week)
Ability to work without sponsorship required
Why You’ll Love Working at Solace
Work with brilliance – Our team is packed with some of the sharpest minds in the industry.
Balance matters – We believe work should fit into your life, not the other way around.
Hybrid-first – Flexibility is built into how we work, so everyone feels included and empowered.
Values-driven – We live and breathe our core values: craftsmanship, trust, courage, freedom, momentum, humility, and human experience.
Growth mindset – Our training programs are designed to help you level up, fast.
Customer Obsessed – We’re proud of our world‑class customer lineup (we’re not shy about it).
Keep it fun – We’re social, we keep things simple, and we know how to have a good time.
Creative culture – We’ve got a great sense of humour and we make cool videos on topics like MITT and this (check them out!).
At Solace, we are committed to a fair, inclusive, and transparent recruitment process.
To help identify candidates whose qualifications best align with the role, we use artificial intelligence (AI) tools during the initial stage of resume screening. These tools compare submitted resumes to the job description, focusing on education, experience, and skills.
Importantly, all decisions beyond this initial screening—including interviews and final hiring—are made by our human recruitment team. AI is never used to make final hiring decisions.
Need accommodations during the hiring process? Just let us know — we’re here to support you.
Thanks to everyone who applies! While we wish we could connect with every candidate, only those selected to move forward will be contacted.
At Solace, we believe that diversity and inclusion drive innovation and growth, both in business and in life. We strive to create an enriching and safe workplace where you can be who you are. If you want to do the best work of your career and feel supported every step of the way, we encourage you to join us!
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Worksite address
workfromhome, IL, 60290, US
Who can apply
Review the original listing for work authorization, qualifications and employer requirements.