About The Role
The role owns the full sales cycle for mid-market and enterprise SaaS accounts: sourcing opportunities, running discovery, managing multi-stakeholder evaluations, and closing new business and expansion revenue.
The role sits at the center of a well-funded revenue org, working directly with sales engineering and customer success to sell a B2B software platform into technical and economic buyers. Quota attainment here directly drives company growth.
Key Responsibilities
Own a full-cycle sales process from prospecting and discovery through negotiation, close, and handoff to onboarding
Build and maintain pipeline in Salesforce, hitting weekly activity and quarterly attainment targets
Run discovery and demo calls with technical buyers, partnering with sales engineering on product evaluations
Manage multi-threaded deal cycles involving VP and C-level stakeholders across procurement, security, and technical review
Negotiate commercial terms and contracts within approved deal frameworks
Forecast accurately on a weekly basis and communicate deal health, risks, and timeline to revenue leadership
Feed win/loss insights and competitive intel back to product and marketing to sharpen positioning
What We Are Looking For
3-6 years of quota-carrying B2B SaaS or technology sales experience with consistent attainment
Track record of closing mid-market or enterprise deals with ACVs typically in the $25K-$150K range
Strong discovery, qualification, and negotiation skills; fluency with MEDDICC, Challenger, or a similar methodology
Hands-on experience with Salesforce or a comparable CRM, plus sales engagement tools (Outreach, Gong, or similar)
Comfortable presenting to technical audiences and translating product capabilities into business outcomes
Bachelor's degree in business, a related field, or equivalent practical experience
Bonus: experience selling into DevOps, data infrastructure, or developer-tools buyers; existing network of mid-market or enterprise contacts