Colleague conflict

[sleepymama2020]

So I've been in my role almost a year and I've had some conflict with a senior manager, namely on our technical team. I'm sales, he's CTO.
There have been a few projects where I've been sidelined when it comes to commercial decisions, and these have been made by CTO and CEO without any commercial conversations with clients or with me. I'm responsible for the commercial relationship.
I'm wanting to charge more, make more profit.
I've also been refused set up of a technical meeting to close a deal.
(After a battle I did get the meeting set up, and a hefty purchase order mere hours after end of meeting)
I'm at my sodding wits end with not being trusted to do my job.
For context - I've hit every single monthly and quarterly target and been given employee of the quarter in 3 out of 4 quarters I've been with the company.
Very flat structure, small business, reporting lines unclear but I know I am directly managed by CEO.
Struggling with what more I have to do to get taken seriously
(Other than my 14 years of sales experience across various industries, various stages of the supply chain, all with an amazing track record of achieving targets and colleague nominated awards)
About to lose the plot

Who runs the projects? Can you get a RACI set up for the projects so it's clear where the responsiblities and accountabilities lie and when you need to be consulted

Are you CCO? If not, is there one?

It's a joint effort
Allegedly I look after all things customer side regards identifying, progressing and closing the deal, and tech team do the technical content.
In this latest instance I'm the only one to have spoken to the customer.

No I'm not and there isn't one. It's CEO and CTO, commercials are all looked after by individual account managers (which is my role)

It's their company and in the end they get to call the tune. You are clearly valued and competent so you need to develop their trust more. Go for persuasion and upward management rather than clashing with them head on.

Plant little suggestions and leave them to reach the same conclusion as you. Let them think it's their idea a few times if necessary, to make them more confident of charging higher prices.

Also listen to their counter-arguments. Maybe they are playing it safe for a specific reason. Do they have an investor who is influencing them?

They've known you 12 months Give it a while longer.

This sounds like a similar setup to the workplace of someone I know. Account managers close deals with the client and the technical team implement the client’s requests.

My friend is on the technical team and one of their biggest problems is that the account managers (who often aren’t familiar with the technical side of things at all) promise the moon to the client. They agree to unrealistic requests and deadlines without consulting the technical team to check what’s possible, what the current workload looks like and how long the client’s project will actually take. Then the technical team have to run around like headless chickens trying to deliver on those promises and the company risks disappointing clients and damaging their reputation.

That’s not to say you as an individual are doing those things, or that the CTO and CEO are always in the right, but it might explain why the account managers are being kept on a tight leash and why the CTO gets final say. They may well have been burned in the past.