About The Role
The role owns the full sales cycle for mid-market and enterprise SaaS accounts: sourcing, qualifying, running technical and commercial evaluations, negotiating contracts, and closing revenue.
You will operate at the intersection of product and customer value, translating platform capabilities like API integrations, data pipelines, and workflow automation into measurable business outcomes for buyers in engineering, IT, and operations roles.
Key Responsibilities
Own and manage a pipeline of 30-50 active opportunities from prospecting through close, with a quarterly quota target
Run discovery, demos, and multi-stakeholder deal cycles involving CTOs, VP Engineering, procurement, and security review
Build and execute account plans for named mid-market and enterprise accounts using intent data and outbound prospecting via LinkedIn Sales Navigator and Outreach
Coordinate with solutions engineering to scope technical evaluations, PoCs, and security/procurement documentation
Forecast weekly in Salesforce with accurate pipeline stages, next steps, and commit categories
Negotiate commercial terms, pricing, and contract structures with legal and RevOps support
Partner with customer success on smooth handoffs, onboarding milestones, and expansion opportunities
What We Are Looking For
3-6 years of quota-carrying B2B SaaS sales experience with consistent attainment above 90% of target
Proven ability to run complex, multi-threaded sales cycles with technical buyers (6-9 month cycles preferred)
Hands-on fluency with Salesforce, Gong, Outreach, LinkedIn Sales Navigator, and standard forecast methodologies (MEDDICC or similar)
Strong discovery and demo skills; able to speak credibly about APIs, integrations, and cloud architecture at a conversational level
Excellent written communication for exec-level emails, mutual action plans, and business cases
Bachelor's degree in business, computer science, or related field, or equivalent practical experience
Bonus: experience selling developer tools, data infrastructure, or API-first products; existing network of mid-market SaaS buyers; prior startup (Series A-C) experience