Field Sales Representative III, Greenfield, Startups, Google Cloud

Google LLC; New York, Cambridge (NY, MA); On-site; USD 118,000 - 171,000; Full time

Job summary

Google is hiring a Field Sales Representative III for Greenfield startups in Google Cloud. Focused on new customer acquisition, you will grow Google Cloud by securing startups and driving foundational workloads to accelerate consumption revenue.

You will lead the sales process from initial discussions to cross-functional execution, engaging developers to CIOs across startup ecosystems. Responsibilities include building executive relationships, owning account strategy, and coordinating with

Qualifications

• Bachelor's degree or equivalent practical experience required.
• 10 years of quota-carrying cloud or software sales experience in B2B software.
• Proven ability to build relationships with diverse internal and customer stakeholders.
• Experience prospecting and acquiring new logos; strong negotiator.

Responsibilities

• Build and deepen executive relationships with mid-market and startup customers and partners.
• Become an expert on customers' SaaS portfolios, tech strategy, and growth plans.
• Lead account strategy with cross-functional teams to drive opportunities and revenue.
• Drive business development, forecast accurately, and manage the sales cycle end-to-end.
• Prospect and acquire net new logos, establishing trust as a long-term advisor.

Skills

Quota-carrying sales

Relationship building

Prospecting

Full sales cycle

Cross-functional collaboration

Education

Bachelor's degree or equivalent

Job description

Field Sales Representative III, Greenfield, Startups, Google Cloud

Share Field Sales Representative III, Greenfield, Startups, Google Cloud

Google New York, NY, USA ; Cambridge, MA, USA

X Note: By applying to this position you will have an opportunity to share your preferred working location from the following: New York, NY, USA; Cambridge, MA, USA.

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

Preferred qualifications:

Experience selling Cloud Solutions, Infrastructure Software, Databases, Analytic Tools, or Applications Software in the gaming industry, aligning solutions to drive business outcomes.

• Experience growing an existing customer base and acquiring new logos at scale to increase spend and accelerate consumption revenue.
• Experience working with, and leading, cross-functional teams and partners in implementations and negotiations.
• Experience with commercial and legal agreements working with procurement, legal, and business teams in large enterprises.
• Experience working with Customer Engineers and Customers' Technical leads to inventory software estate, define migration plans, and build migration business cases.
• Experience cultivating C-level relationships and influencing executives.

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 workloads to accelerate their consumption revenue. You will drive long-term revenue growth by gaining a deep understanding of new customers' critical challenges and aligning them with Google Cloud's portfolio of solutions. You will lead the sales process, from initiating customer conversations to orchestrating internal and external teams to deliver revenue commitments and increased consumption. You will be a strategic partner to cross-industry Startup and Digital Native accounts, engaging customers, from developers to C-suite founders, with consultative value selling methodology.

Google Cloud's unique capabilities empower Startups and Digital Natives to address critical needs in scaling, growth, and global expansion, while also offering advanced technologies that drive differentiation, customer acquisition, and revenue 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.

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

US: $118000 - $171000 (USD) + 150% bonus target + equity + benefits

Learn more about benefits at Google .

• Build and deepen executive relationships with mid-market enterprise customers and the partner ecosystem to influence their short term and long-term technology and business decisions. Add value as a trusted advisor.
• 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 engaged 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.
• Drive business development, own operational excellence at scale, forecast accurately, and achieve strategic goals by leading customers through the entire business cycle.
• Lead prospecting and acquisition of net new logos, creating and building customer relationships from scratch, and establishing yourself as a trusted advisor on their long-term technology and business decisions.

Google is proud to be an equal opportunity and affirmative action employer. We are committed to building a workforce that is representative of the users we serve, creating a culture of belonging, and providing an equal employment opportunity regardless of race, creed, color, religion, gender, sexual orientation, gender identity/expression, national origin, disability, age, genetic information, veteran status, marital status, pregnancy or related condition (including breastfeeding), expecting or parents-to-be, criminal histories consistent with legal requirements, or any other basis protected by law. See also Google's EEO Policy , Know your rights: workplace discrimination is illegal , Belonging at Google , and How we hire .

Google is a global company and, in order to facilitate efficient collaboration and communication globally, English proficiency is a requirement for all roles unless stated otherwise in the job posting.

To all recruitment agencies: Google does not accept agency resumes. Please do not forward resumes to our jobs alias, Google employees, or any other organization location. Google is not responsible for any fees related to unsolicited resumes.

Equity is granted exclusively and discretionarily by Alphabet Inc. on the basis of an agreement concluded between you and Alphabet Inc. Alphabet Inc. is your sole contractual partner with respect to equity grants. GSU grants are not guaranteed, are discretionary, are subject to approval by the Alphabet Inc. board of directors or its delegate, the terms of the relevant Alphabet Inc. stock plan, and your grant agreement. They have no impact on statutory payments. Current or past grants do not confer an acquired right.