About The Role
The role owns the full sales cycle for a cloud data infrastructure platform — from prospecting and discovery through negotiation and close — selling into engineering, data, and DevOps leaders at mid-market and enterprise companies.
This is a quota-carrying position with real influence on revenue: you'll translate technical use cases (data pipelines, observability, API integrations) into business outcomes for buyers, and shape product feedback loops with the engineering team.
Key Responsibilities
Build and manage a pipeline of 30+ qualified opportunities through outbound prospecting, inbound follow-up, and partner referrals
Run consultative discovery calls and multi-threaded deals across technical and economic buyers (VP Engineering, CTO, Head of Data)
Deliver tailored product demos and ROI-focused proposals using tools like Outreach, Gong, and Salesforce
Drive deals through security reviews, procurement, and legal negotiation to consistent on-time close
Forecast accurately on a weekly cadence and maintain rigorous CRM hygiene on pipeline stages and deal risk
Partner with customer success to ensure clean handoffs and identify expansion opportunities post-close
Share competitive intelligence and win/loss insights with product and marketing teams
What We Are Looking For
3-6 years of full-cycle B2B SaaS sales experience with a track record of hitting or exceeding quota
Experience selling technical products to engineering, data, or platform teams; ability to hold credible technical conversations
Proficiency with Salesforce, Outreach (or similar sales engagement), and modern deal-inspection workflows
Strong discovery, negotiation, and multi-threading skills across complex buying committees
Comfortable with metrics-driven management: pipeline coverage, conversion rates, deal velocity
Bachelor's degree or equivalent practical experience
Bonus: experience with cloud infrastructure, devtools, or API-first products; existing network of data/engineering buyers; MEDDIC or Command of the Message training