Field Sales Representative, Greenfield, Startups, Google Cloud

1 Month ago • 4 Years + • Business Development • $77,000 PA - $110,000 PA

Job Summary

Job Description

As a Field Sales Representative (FSR) focused on new customer acquisition for startups, you'll grow Google Cloud by acquiring new logos and securing foundational workloads. You'll lead engagements with cross-industry startup customers, solving their business challenges with Google Cloud solutions. Responsibilities include identifying business problems, working with stakeholders, partnering with extended teams to develop technical solutions, building customer relationships, leading cross-functional teams, and leveraging resources (Customer Engineering, Business Development, etc.) to maximize outcomes. You'll manage complex business cycles, present to C-level executives, negotiate terms, drive business development, and achieve strategic goals by leading customers through the entire sales cycle. You'll become an expert on customers' businesses, including their SaaS portfolio, technology strategy, and competitive landscape. The role requires leading prospecting, account strategy development, and managing complex sales cycles.
Must have:
  • 4+ years quota-carrying cloud/software sales experience
  • B2B software sales or account management experience
  • Lead prospecting and new logo acquisition
  • Experience presenting to C-level executives
  • Cross-functional team leadership
Good to have:
  • Experience selling cloud solutions to startups
  • Experience working with Customer Engineers
  • Experience with commercial and legal negotiations
Perks:
  • Bonus
  • Equity
  • Benefits

Job Details

Minimum qualifications:

  • Bachelor's degree or equivalent practical experience.
  • 4 years of experience with quota-carrying cloud or software sales, or account management at a B2B software company.

Preferred qualifications:

  • Experience selling cloud solutions, infrastructure software, databases, analytic tools, or applications software to startups or digital native organizations, aligning solutions to drive business outcomes.
  • Experience working with Customer Engineers and customers' technical leads to inventory software estate, define migration plans, and build migration business cases.
  • Experience prospecting, and building new customer relationships, with excitement for building Greenfield territories.
  • Experience working with, and leading, cross-functional teams and partners in implementations and negotiations.
  • Experience with commercial and legal negotiations, working with Procurement, Legal, and Business teams.

About the job

The Google Cloud Platform team helps customers transform and build what's next for their business — all with technology built in the cloud. Our products are developed for security, reliability and scalability, running the full stack from infrastructure to applications to devices and hardware. Our teams are dedicated to helping our customers — developers, small and large businesses, educational institutions and government agencies — see the benefits of our technology come to life. As part of an entrepreneurial team in this rapidly growing business, you will play a key role in understanding the needs of our customers and help shape the future of businesses of all sizes use technology to connect with customers, employees and partners.

As a Field Sales Representative (FSR), focused on new customer acquisition for accounts within the startup ecosystem, you will grow Google Cloud by acquiring new logos and securing the foundational workload(s) to accelerate their consumption business. You will lead engagements with cross-industry startup customers and assist them in solving their business challenges with our solutions. You will identify specific business problems, working with stakeholders across accounts, and partnering with extended teams to develop technical solutions to solve them. You will build meaningful customer relationships across levels, from developers to C-suite executives. Additionally, you will lead a cross-functional team and leverage the right resources, including Customer Engineering, Business Development, cross-functional sellers, and Partners to maximize outcomes. Google Cloud's unique capabilities empower startups to address critical needs in scaling, growth, and global expansion, while also offering advanced technologies that drive differentiation, customer acquisition, and business acceleration.

Google Cloud accelerates every organization’s ability to digitally transform its business and industry. We deliver enterprise-grade solutions that leverage Google’s cutting-edge technology, and tools that help developers build more sustainably. Customers in more than 200 countries and territories turn to Google Cloud as their trusted partner to enable growth and solve their most critical business problems.

The US base salary range for this full-time position is $77,000-$110,000 + bonus + equity + benefits. Our salary ranges are determined by role, level, and location. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. Your recruiter can share more about the specific salary range for your preferred location during the hiring process.

Please note that the compensation details listed in US role postings reflect the base salary only, and do not include bonus, equity, or benefits. Learn more about .

Responsibilities

  • Lead prospecting and acquisition of new logos, creating and building customer relationships from scratch, and establishing yourself as a trusted advisor on their long-term technology and business decisions.
  • Become an expert on customers' business, including their SaaS product portfolio, technology strategy, strategic growth plans, business drivers, financial structure, customer base, vertical market offering and competitive landscape.
  • Lead account strategy to develop business growth opportunities, working cross-functionally with multiple teams and Google Partners, to maximize business impact within startup customers.
  • Manage complex business cycles, presenting to C-level executives and negotiating terms.
  • Drive business development, own operational excellence at scale, forecast accurately, and achieve strategic goals by leading customers through the entire business cycle.

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