About The Role
The role owns the full sales cycle for mid-market and enterprise SaaS accounts, from discovery through close, with a focus on solutions built around cloud infrastructure, APIs, and developer-facing workflows.
This is a quota-carrying position with direct revenue impact: the role shapes pipeline strategy, runs multi-threaded deal cycles with technical and economic buyers, and works closely with solutions engineering to land and expand accounts.
Key Responsibilities
Own a territory of mid-market and enterprise accounts and manage the full sales cycle from prospecting to closed-won
Run consultative discovery with technical buyers (CTOs, VPs of Engineering, Platform leads) and map pain points to product capabilities
Build and maintain 3-4x pipeline coverage using outbound prospecting, inbound follow-up, and partner-sourced opportunities
Coordinate demos, POCs, and security reviews with solutions engineering to advance deals through procurement
Forecast accurately in Salesforce with weekly pipeline reviews, next steps, and risk mitigation for every open opportunity
Negotiate commercial terms, pricing, and multi-year contracts within discount guardrails
Partner with customer success post-sale to drive onboarding, expansion, and renewal outcomes
What We Are Looking For
3-6 years of quota-carrying B2B SaaS or technology sales experience with a consistent track record against target
Experience selling to technical buyers or in developer-focused, API, or cloud infrastructure markets
Proficiency with Salesforce (or similar CRM) and sales-engagement tools such as Outreach or Gong
Strong discovery, multi-threading, and negotiation skills across 6-12 month deal cycles
Excellent written and verbal communication; comfortable presenting to C-level audiences
Bachelor's degree in business, a technical field, or equivalent practical experience
Bonus: experience with MEDDIC/MEDDPICC, channel or partner-selling motions, or hands-on familiarity with APIs and cloud platforms