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