Field Sales Representative II, Growth, Startups, Google Cloud

Google; Atlanta (GA); On-site; USD 98,000 - 141,000; Full time

Job summary

Google Cloud Platform's Startups team helps early-stage companies leverage cloud, data, and AI to scale. As a Field Sales Representative, you will oversee expansion for Digital Native accounts, engaging developers to C-suite founders with value-selling techniques.

You will drive commercial development from initial conversations to cross-functional delivery, aligning customers' pain points with our cloud offerings and multi-year engagements.

Qualifications

• 7 years of quota-carrying cloud or software sales or consultative account management in a B2B software company.
• Experience building relationships with internal teams and customer stakeholders.
• Experience managing the full sales cycle including pipeline management, forecasting, and reporting.
• Experience negotiating commercial agreements.

Responsibilities

• Develop and implement sales strategies to surpass goals and build trusted relationships with customers.
• Manage the sales pipeline from lead to close with accurate forecasting.
• Lead multi-year agreements and craft persuasive business cases and deployment plans.
• Coordinate cross-functional teams to deliver commitments and platform adoption.
• Highlight Google Cloud differentiation and technology trends to customers.

Skills

Quota-carrying sales

Consultative selling

Relationship building

Education

Bachelor's degree or equivalent practical experience

Job description

Note: By applying to this position you will have an opportunity to share your preferred working location from the following: Atlanta, GA, USA; Austin, TX, USA

Minimum qualifications

• Bachelor's degree or equivalent practical experience.
• 7 years of experience in quota-carrying cloud or software sales, or consultative account management at a business-to-business (B2B) software company.
• Experience building relationships with internal teams and customer stakeholders.
• Experience managing the full sales cycle (e.g., pipeline management, forecasting, reporting).
• Experience managing commercial negotiations and agreements.

Preferred qualifications

• Experience with consultative selling to executives at Startup or Digital Native organizations, asking questions, presenting future-forward proposals, and building multi-year account strategies and plans.
• Experience qualifying leads and presenting the value proposition of cloud, data, and AI technologies against customers’ business opportunities and issues. Experience showcasing current technology trends and Google Cloud differentiators.
• Experience expanding existing accounts, securing new customers, and accelerating consumption business.
• Experience with complex agreements structuring, negotiating commercial agreements, and supporting multi-year engagements.
• Experience leading cross-functional teams and partners in project implementation and negotiation.
• Demonstrated business and financial acumen, including P&L management and accurate forecasting.

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 a Field Sales Representative (FSR) within our Startups organization, you will serve as an advisor across the emerging venture ecosystem. You will oversee expansion initiatives for Digital Native accounts, engaging stakeholders from developers to C-suite founders with value-selling methodology. Your goal is to secure long-term business by gaining a deep understanding of their critical pain points and aligning them with our technology offerings. You will lead commercial development, from initiating initial conversations to orchestrating cross-functional teams to deliver financial commitments and platform adoption. You'll advocate the innovative power of these tools to make organizations more productive, collaborative, and mobile.

Our unique capabilities empower early-stage enterprises to address pressing needs in scaling and global expansion, while offering advanced architectures that unlock competitive differentiation, user acquisition, and operational momentum.

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.

Individual pay is determined by factors including job-related skills, experience, and relevant education or training.

US: $97500 - $141000 (USD) + 150% bonus target + equity + benefits

Responsibilities

Learn more about benefits at Google .

• Develop and implement sales strategies to surpass business goals and build trusted, consultative relationships with customers.
• Manage and track the sales pipeline, from lead to close, ensuring health and accurate forecasting for clear visibility into expected outcomes.
• Manage complex, multi-year agreements and formulate persuasive proposals that illustrate clear return on investment through customer business cases and comprehensive deployment plans.
• Mobilize internal experts (Customer Engineering, Partner, Post-Sales) and external partners at the right time to drive consumption and deliver a seamless customer experience.
• Leverage emerging technology trends, market analysis, and knowledge of cloud solutions to showcase how Google Cloud can transform customers' business.

Google is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. See also Google's EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know by completing our Accommodations for Applicants form .