Responsibilities
- Develop and execute a defined territory strategy emphasizing Global 2000 accounts, including account planning and quarterly pipeline and new customer acquisition goals.
- Generate 3 to 5 times pipeline coverage using outbound initiatives, executive referrals, industry events, and joint selling through cloud provider channels.
- Manage complex sales cycles involving multiple stakeholders across finance, cloud engineering, FinOps, and security departments.
- Develop data-driven business justifications including total cost of ownership and return on investment analyses, lead proof-of-concept trials, and guide clients through procurement, legal, and security evaluations.
- Deliver accurate and consistent forecasts with disciplined stage management, clear next steps, and weekly updates achieving over 90% commit-level precision.
- Work closely with founding team, product, and marketing leads to gather client insights and influence product development priorities.
- Secure strategic customer wins and support the creation of referenceable case studies, testimonials, and expansion playbooks.
- Assess and advance both inbound and outbound leads into high-value sales opportunities.
- Establish and nurture relationships with key decision-makers and influencers across customer organizations.
- Lead discovery sessions to uncover cloud spending inefficiencies, identify waste patterns, and understand remediation processes.
- Coordinate internal resources including business development, product specialists, engineers, and leadership for maximum customer impact.
- Articulate and defend the company’s value proposition, pricing models, and differentiation against competitive offerings.
- Ensure accurate and up-to-date Salesforce records to support reliable forecasting and clear risk and progression narratives.
- Monitor industry trends and competitor actions, providing structured feedback to go-to-market and product teams.
- Achieve or surpass quarterly revenue targets and key performance indicators such as meetings held, pipeline generated, and stage progression rates.
Compensation
Competitive OTE with uncapped commission and equity
Work Arrangement
Remote (Worldwide) — EMEA
Team
Early-stage go-to-market team operating within a lean go-to-market structure
Team
- Team size: early GTM team
- Structure: GTM (Go-To-Market) team
