Mid Market Business Development Representative - SaaS Solutions

Flosum; San Ramon (CA); On-site; USD 60,000 - 160,000; Full time

Job summary

A leading company in DevSecOps is seeking a Mid Market Business Development Representative to join their growth team in San Ramon, California. You will manage the sales cycle for their Backup & Archive platform, engaging with Salesforce customers and driving sales initiatives. This position requires strong technical acumen, proven sales experience, and the ability to collaborate effectively with various departments. The role offers a competitive salary and opportunities for career growth in a fast-paced tech environment.

Benefits

Competitive compensation

Equity

Uncapped commission

Performance-based career path

Qualifications

• 2-3+ years of experience in B2B SaaS sales.
• Familiarity with data protection and DevOps is a plus.
• Experience selling to technical buyers is essential.

Responsibilities

• Own monthly and quarterly quota for Backup & Archive product.
• Run complete sales cycle including demo and negotiations.
• Collaborate across teams for smooth customer handoffs.

Skills

Technical selling

Sales process management

Presentation skills

Collaboration

Tools

Salesforce

Gong

ZoomInfo

LinkedIn Sales Navigator

Job description

Mid Market Business Development Representative - SaaS Solutions

Mid Market Business Development Representative - SaaS Solutions

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Flosum is the #1 Salesforce-native DevSecOps and Data Protection platform, purpose-built to meet the rigorous demands of enterprise Salesforce environments.

Our solution suite—spanning DevOps, Backup & Archive, and Security—enables Salesforce teams to ship faster, stay compliant, and protect critical data with confidence.

We’re growing fast, and we're building a Business Development team in San Ramon focussed on Mid-Market and Enterprise customers. We are looking for driven sales professionals who and take ownership of selling our Backup and Archive platform to Salesforce customers across North America.

About The Role

As part of the team, you will be responsible for the full sales cycle—from prospecting and discovery to demo, negotiation, and close. You’ll work closely with Solution Engineers, and Sales Leadership to develop pipeline and guide prospects through a high volume, technical buying process.

This role requires someone who is technical, self-driven, and thrives in ambiguity, with a passion for helping customers solve real business challenges through data protection and automation.

What You’ll Be Doing

• Own a monthly and quarterly quota focused on Flosum’s Backup & Archive product
• Run a full-cycle sales motion: discovery, product demo, value alignment, negotiation, and close
• Deliver live product demos and confidently articulate technical value to developers, architects, and compliance stakeholders
• Understand technical buyer needs around APIs, metadata, storage limits, archival workflows, field history tracking, and compliance frameworks (SOX, HIPAA, etc.)
• Collaborate cross-functionally with Product, Customer Success, and Engineering to ensure smooth customer handoffs and expansion opportunities
• Maintain up-to-date records in Salesforce and contribute to forecast accuracy
• Represent Flosum at select industry events and meet-ups (up to 10% travel)

Who You Are

• 2–3+ years of closing experience in B2B SaaS sales (ideally mid-market or enterprise)
• Familiarity with data protection, DevOps, IT infrastructure, or security solutions is a big plus
• Experience selling to technical buyers—developers, architects, IT, and InfoSec
• Comfortable discussing API integrations, data storage strategies, and compliance requirements
• Strong live demo and discovery skills
• Highly organized, self-managed, and able to prioritize competing demands
• Internally motivated by curiosity, learning, and continuous improvement
• Humble, collaborative, and emotionally intelligent
• Located in the San Francisco Bay Area and available to work on-site regularly.

Bonus Points For

• Salesforce ecosystem experience (partner, ISV, or consulting background)
• Certified in a modern sales methodology (e.g., MEDDIC, Challenger, Sandler)
• History of exceeding quota and hitting accelerators
• Experience with tools like Salesforce, Outreach, Gong, ZoomInfo, and LinkedIn Sales Navigator
• Sell into a fast-growing, high-demand category: Salesforce data protection & DevOps
• Work with a product customers love and a team that wins together
• Fast-track opportunity into enterprise sales or leadership
• Competitive compensation, equity, and uncapped commission
• Clear, performance-based career path

Seniority level

• Seniority level

  Entry level

Employment type

• Employment type

  Full-time

Job function

• Job function

  Sales and Business Development

• Industries

  Software Development, IT Services and IT Consulting, and IT System Custom Software Development

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