About The Role The role owns the full sales cycle for a cloud infrastructure and SaaS product line — from qualifying inbound interest to negotiating and closing six-figure annual contracts with technical and executive buyers. The role sits at the center of revenue for the company, working directly with solutions engineers and customer success to convert trials and pipeline into long-term, expandable enterprise accounts.

Key Responsibilities

Manage the full deal cycle for mid-market and enterprise accounts, from discovery through negotiation, signature, and handoff to customer success Run consultative discovery with technical buyers (VPs of Engineering, CTOs, DevOps leads) and map product capabilities to infrastructure and workflow pain points Build and maintain 3-4x pipeline coverage against quarterly quota using Salesforce, Outreach, and Gong Deliver product demonstrations and coordinate technical evaluations, proof-of-concepts, and security reviews with solutions engineering Negotiate commercial terms, pricing structures, and multi-year agreements within discount guardrails Forecast accurately on a weekly basis and maintain clean CRM data across stages, close dates, and next steps Partner with marketing and SDRs to refine ICP targeting, messaging, and outbound sequences What We Are Looking For 3-6 years of full-cycle B2B SaaS sales experience with a consistent quota-attainment record (80%+ across multiple years) Experience selling technical products to engineering, IT, or DevOps buyers; able to hold a credible conversation about APIs, cloud infrastructure, and integration workflows Strong discovery, negotiation, and deal-structuring skills across $50K-$500K contract values Fluent with modern sales stacks: Salesforce, Outreach or similar sequencer, Gong, LinkedIn Sales Navigator 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 usage-based or land-and-expand pricing models, PLG-assisted sales motions, or a background in software engineering