Help connect the physical world to AI

About EMQ

EMQ is the team behind EMQX, a leading open-source messaging and streaming data platform for IoT, AI, and event-driven applications. Trusted by customers around the world, EMQX helps organizations connect devices, move data in real time, and build reliable, scalable systems for modern connected applications.

About the Role

We’re hiring a Commercial Account Executive to own the SMB and commercial segment across the Western U.S. This is a full-cycle role for a technically minded seller who can independently run discovery, demos, and commercial conversations, while engaging both technical and business buyers. You’ll work closely with our Menlo Park team and partner with SDRs, Marketing, and Solutions Engineering as needed.

Core Responsibilities

• Own the full sales cycle for SMB and commercial accounts across the Western US: from first inbound conversation through close, including qualification, discovery, technical demo, POC scoping, commercial negotiation, and contract execution.
• Run your own product demos. You'll be the primary technical voice in most of your deals, comfortable walking a developer or architect through EMQX's architecture, features, and deployment options without needing an SE in the room.
• Manage a high-velocity pipeline. Typical deal sizes range from $10K to $100K ACV, with sales cycles of 2 to 12 weeks. You’ll be expected to manage a high-volume pipeline and close a meaningful number of deals each quarter in a fast-moving commercial environment.
• Engage both technical and economic buyers. You'll talk to backend engineers, platform leads, and architects about MQTT, distributed systems, and IoT architectures, and you'll talk to engineering managers, directors, and VPs of Engineering about budget, procurement, and ROI
• Partner with SDRs and Marketing on outbound campaigns, ABM plays, field events, and inbound lead follow-up across your territory
• Maintain rigorous CRM hygiene in Salesforce: accurate forecasts, clean pipeline, timely next steps. Predictability matters
• Provide feedback from prospects and customers to help improve messaging, positioning, and go-to-market execution in the West region

Must Have

• 3+ years of B2B software sales experience in a full-cycle closing role
• Experience selling SMB or commercial accounts in a fast-moving environment
• Ability to independently manage the full sales process from opportunity qualification through close
• Strong discovery, demo, objection handling, and negotiation skills
• Experience selling technical or infrastructure-oriented software, such as cloud, developer tools, data, security, networking, IoT, or related platforms
• Proven ability to independently run technical product demos for engineers and architects, without relying on a Solutions Engineer for standard product walkthroughs
• Ability to communicate effectively with both technical stakeholders and business decision-makers
• Strong CRM discipline, pipeline management, and forecasting habits
• Based in the Bay Area and able to work in a hybrid model out of the Menlo Park office

Nice to Have

• Background in Engineering, Computer Science, or a related technical field.
• Experience selling open-source, infrastructure, or developer-oriented software.
• Experience converting open-source users, free-tier accounts, or PLG-driven inbound leads into paying commercial customers.
• Familiarity with messaging, streaming, MQTT, Kafka, pub/sub messaging, cloud infrastructure, or IoT platforms.
• Experience working with Salesforce, Outreach, LinkedIn Sales Navigator, or similar tools
• Experience selling into industries such as manufacturing, automotive, logistics, energy, or connected products

About EMQ

EMQ is a pioneer in MQTT and AI technologies, delivering the EMQX Platform, the world’s first MQTT and AI solution designed specifically for real-time intelligence. Our platform connects the physical world with artificial intelligence, turning IoT data streams into intelligent, actionable insights through a unified and scalable solution.

Our Journey

Today, EMQ supports over 20,000 enterprise users across more than 60 countries. As we continue to grow, we are looking for a Sales Representative to join our North America team and help expand our presence in the region.

What You’ll Do

• Engage with current and prospective customers to understand their business and technical needs
• Identify and pursue new sales opportunities through outreach, networking, and social channels
• Sell to mid-level and senior engineering decision-makers
• Lead discovery calls and coordinate product demonstrations
• Build and manage a reliable sales forecast to meet quarterly and annual targets
• Review contracts and legal documents with customers
• Collaborate with the Marketing team on campaigns and events
• Stay informed about competing products and market trends
• Maintain accurate customer data and activities in our CRM (Salesforce)

What We’re Looking For

• Bachelor’s degree required; MBA is a plus
• At least 3 years of full-cycle SaaS sales experience in a quota-carrying role
• A consistent track record of meeting or exceeding sales targets
• Familiarity with enterprise software, IoT, IIoT, or connected vehicle (IoV) markets
• Experience with subscription sales, OEM, or embedded software sales is a bonus
• A consultative, value-based sales approach and the ability to work in a team-selling environment
• Strong prospecting, negotiation, and presentation skills
• Excellent communication and relationship-building abilities
• Proficiency with CRM tools such as Salesforce
• Self-motivated, results-driven, and eager to learn
• Ideally based in the Bay Area to support in-person meetings with local customers and prospects, though this is not required
• Willingness to travel as needed

Why Join EMQ?

At EMQ, we are transforming how businesses connect with the physical world using real-time data and AI. You will join a global team building powerful technology and have the opportunity to grow your career while making an impact across industries.

Equal Opportunity

EMQ is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.

Interested?

We would love to hear from you. Apply now and be part of our journey.

About EMQ

EMQ is the team behind EMQX, the world's leading open-source messaging and streaming data platform for IoT, AI, and event-driven applications. We are looking for an experienced and highly driven Regional Vice President of Sales, East to lead and grow our business across the Eastern U.S.

This is a dynamic "Player-Coach" role designed for a seasoned sales leader. You will be responsible for sales performance across the Eastern U.S., including regional pipeline, bookings, and forecast accuracy.

Core Responsibilities

• Own and drive sales results for the Eastern U.S. region, including pipeline growth, bookings, and forecast accuracy.
• Directly manage and mentor a focused team currently consisting of Key Account (KA) Executives and SMB Account Executives. Provide hands-on coaching in deal strategy, negotiation, and pipeline management.
• Personally own and lead a select number of strategic enterprise accounts and marquee opportunities. Drive complex, multi-stakeholder deals from initial discovery to closing.
• Implement consistent sales processes and pipeline discipline, with strong CRM hygiene and forecasting rigor across both enterprise and SMB motions.
• Partner closely with Marketing, Solutions Engineering, and Product teams to refine go-to-market execution and strengthen messaging for target accounts and industries in the East region.

Must Have

• 12+ years of B2B enterprise software sales experience, with at least 5+ years in a regional sales management or Player-Coach role.
• Proven background at large-scale or established B2B software companies, with a deep understanding of mature sales operations and methodologies.
• Demonstrated success in selling complex, highly technical solutions (e.g., Infrastructure, Data Streaming, Cloud, or Open-Source software) to both technical decision-makers (CTOs, Architects) and business executives.
• A dual-track mindset: Capable of navigating 6-12 month enterprise sales cycles while simultaneously guiding an SMB rep through high-velocity, transactional deals.
• Strong track record of consistently meeting or exceeding regional quotas.
• Located in the Greater Boston Area.

Nice to Have

• Domain expertise in IoT platforms, real-time messaging (MQTT, Kafka), or AI-enabled systems.
• Experience building or scaling a regional sales footprint from an early stage to a mature operation.
• Familiarity with executing Account-Based Marketing (ABM) strategies in conjunction with field marketing teams.
• Experience working with channel or solution partners.
• Experience selling to customers in manufacturing, automotive, energy, logistics, or other industrial/connected industries.

About EMQX Cloud

EMQX Cloud is a cloud-based MQTT platform built on EMQX, serving a diverse range of customers and industries worldwide. Our team is a dynamic and flexible group that thrives in a collaborative environment. We are now seeking a Technical Support Engineer to join our team, focusing on supporting our clients in Europe and North America.

Key Responsibilities:

1. Technical Support:
   • Handle and resolve technical support tickets for customers in Europe and North America.
   • Troubleshoot and provide solutions to client issues related to the EMQX Cloud platform.
2. Customer Success:
   • Collaborate with the sales team to help convert leads into paying customers.
   • Provide technical assistance and guidance to ensure a smooth customer experience.
3. Webinars & Knowledge Sharing:
   • Participate in technical webinars to share knowledge and best practices related to the MQTT protocol, EMQX, and cloud technologies.

Skills & Qualifications:

1. Language Proficiency:
   • Fluency in both English and Chinese (written and spoken).
2. Communication Skills:
   • Strong communication skills, with the ability to write clear and concise technical documentation and support tickets.
3. Cloud Platforms Knowledge:
   • Familiarity with cloud platforms such as AWS, GCP, and Azure, with certifications in any of these platforms being a plus.
4. Programming Knowledge:
   • Proficiency in at least one programming language, preferably Python.
5. Linux Proficiency:
   • Experience with Linux operating systems, including basic system administration and troubleshooting.

Preferred Qualifications:

• Previous experience in a cloud-based technical support role.
• Experience working in a distributed team environment.
• Passion for learning and staying updated with emerging technologies.

Why Join Us: At EMQX Cloud, you will be part of an innovative and expanding team with opportunities to grow and make a significant impact on our customers. If you are passionate about MQTT technology and cloud platforms, and enjoy solving complex problems, we would love to hear from you.

Snapshot

• Company: EMQ Technologies Inc., creator of EMQX, a real-time messaging and streaming data platform for IoT, AI, and event-driven applications.
• Culture: Open-source roots with an engineer-first mindset; trusted by global customers at scale.
• Role: Hands-on Individual Contributor translating product and solution strategy into scalable marketing programs and clear value propositions for technical and business buyers.
• This role is open to early-career candidates and new graduates with strong internships, project experience, or demonstrated interest in B2B software marketing.

Core Responsibilities

• Translate product and solution strategy into scalable marketing programs, including B2B demand generation and sales enablement support.
• Plan and execute product launches and demand generation campaigns.
• Drive marketing- and partner-sourced leads in alignment with Sales and SDRs.
• Develop messaging that turns technical capabilities into clear customer value.
• Measure campaign performance using marketing analytics and optimize programs for revenue impact and attribution.

Must Have

• Strong interest in B2B software marketing.
• Ability to learn technical products quickly and turn features into customer value.
• Effective communication of real-time, streaming, or AI-related concepts.
• Experience working with Sales, SDRs, and Partners.
• Authorized to work in the United States and based in Bay area.

Nice to Have

• Background in IoT platforms, real-time messaging, and AI-enabled systems.
• Experience in open-source or high-growth SaaS environments.
• Familiarity with Salesforce, Outreach.io, LinkedIn Sales Navigator, and ZoomInfo.

Benefits

Medical, dental, and vision insurance, 401(k) plan.

About EMQ

EMQ is a pioneer in MQ and AI technologies, delivering the EMQX Platform—the world's first MQTT and AI platform designed specifically for real-time intelligence. Our platform bridges the physical world and artificial intelligence, transforming IoT data streams into intelligent, actionable insights through a unified, scalable solution. Today, EMQ serves over 20,000 enterprise users in more than 60 countries. We are now seeking a Sr. Strategic Sales Executive to join our team in the USA, based in the Greater Boston area.

Key Responsibilities:

1. Account Strategy & Planning:
   • Maintain a strategic, focused account list based on target industries and use cases.
   • Maintain written strategic account and opportunity plans, and keep customer and opportunity data current in the CRM system.
   • Maintain an accurate forecast to achieve quarterly and annual goals.
2. Pipeline & Demand Generation:
   • Develop pipeline using strategic outbound messaging, ecosystem partners, and existing relationships.
   • Use value and consultative selling to create demand and close strategic deals with executive-level influencers and decision makers.
3. Relationship & Deal Execution:
   • Develop consultative business and technical relationships with key influencers and decision makers.
   • Orchestrate technical product demonstrations and POCs.
   • Orchestrate closure of complex sales contracts and legal documents between the customer and EMQ executives and legal team.
4. Cross-Team Collaboration & Market Insight:
   • Collaborate with the Marketing Team in planning, organizing, and implementing events.
   • Understand the strengths and weaknesses of competing products, industry trends, and ecosystem dynamics.

Skills & Qualifications:

1. Education:
   • BS/BA Degree; MS/MBA a plus.
2. Sales Experience:
   • 10+ years of strategic SaaS sales experience in a quota-bearing, closing capacity.
   • Track record of success in achieving or exceeding assigned sales goals.
   • Demonstrated success using a consultative, solutions/value-oriented sales approach in a team selling environment.
3. Market Knowledge:
   • A good understanding of Enterprise Software, IoV, or IIoT markets.
   • Experience in IoT, IoV, embedded software sales, OEM marketplace, etc., is a plus; subscription sales experience is preferred.
4. Core Skills:
   • Intense hunting and prospecting skills, with a thorough understanding of marketing and negotiating techniques.
   • Aptitude in delivering attractive presentations.
   • Excellent customer development, communication, and public relations skills.
   • Hands-on experience with CRM software; Salesforce is a plus.
5. Attributes:
   • Fast learner with a passion for sales.
   • Self-motivated with a results-driven approach.
6. Location & Authorization:
   • Located in the Greater Boston area, with the ability to travel.
   • US work authorization required.

Why Join EMQ

At EMQ, we are on a mission to transform the way businesses interact with the physical world through AI. We offer a dynamic environment, cutting-edge technology, and opportunities for professional growth. If this sounds like your kind of challenge, we'd love to hear from you.