About The Role
The role owns the full sales cycle for a cloud-based data infrastructure platform — from identifying high-potential accounts to negotiating and closing six-figure annual contracts with engineering and data leaders.
This is a quota-carrying position with real ownership: the team sells into technical buyers (VPs of Engineering, Heads of Data, CTOs) who expect consultative conversations about architecture, integration, and ROI, not feature dumps. Success here directly shapes the company's growth trajectory.
Key Responsibilities
Manage the full sales cycle end-to-end: prospecting, discovery, technical demo coordination, proposal, negotiation, and close
Build and maintain a pipeline of mid-market and enterprise SaaS opportunities using Salesforce and outreach tools like Outreach.io or Apollo
Run discovery calls that uncover pain across data pipelines, infrastructure costs, and engineering workflows, and translate findings into tailored demos with solutions engineering
Forecast accurately on a weekly cadence and report pipeline health, deal progress, and risk to sales leadership
Negotiate commercial terms (pricing, security reviews, procurement, MSA redlines) with procurement and legal teams at target accounts
Partner with customer success to ensure clean handoffs and identify expansion opportunities within existing accounts
Feed win/loss insights back to product and marketing to sharpen positioning and competitive messaging
What We Are Looking For
3-6 years of full-cycle B2B SaaS sales experience, with at least 2 years carrying a quota in a closing role
Track record of hitting or exceeding annual targets — ideally $750K+ in closed ARR
Comfortable selling to technical buyers; able to hold credible conversations about APIs, integrations, and cloud architecture (AWS, GCP, or Azure)
Fluent in modern sales stacks: Salesforce, Gong, Outreach or similar sequencer, LinkedIn Sales Navigator
Strong discovery and negotiation skills with clear written communication for proposals and executive summaries
Bachelor's degree in business, a technical field, or equivalent practical experience
Bonus: experience selling developer tools, data infrastructure, or API-first products; existing network of engineering or data leadership contacts